Advanced Search
MyIDEAS: Login to save this article or follow this journal

How Can We Increase Sales Force Motivation? Practical Approach: Stimulating Motivation on a Telecom Companies` Sales Force

Contents:

Author Info

  • Costin DAMASARU

    (The Bucharest Academy of Economic Studies, Romania)

  • Radu CAMENITA

    (The Bucharest Academy of Economic Studies, Romania)

  • Cristina ANDREESCU (MANOLACHE)

    (The Bucharest Academy of Economic Studies, Romania)

Registered author(s):

    Abstract

    What makes the salesmen tick and make them boldly go where no salesmen have gone before? (And make huge profit from it.) Can we classify without mistake the salesmen in different categories? Can we develop a matrix were we can put in the variables and in the end we will have the solution to every sales problems? What if money it’s simply not enough, in some cases? After what point do the incentives start working against the salesmen and the employer? In this research, conducted on a test group of 150 salesmen for a period of 12 months, a Business Sales Department on a major multinational telecom company, spread all around Romania, we will try to find answers to some of these questions. The challenge: understand the mechanics of sales force motivation and sales force incentives, and of course, how they interact. There are “two sides of the story” - two objectives. The first goal was to increase sales on a product that did not sell very well (interesting for the telecom company), and the second objective was to understand what happens to a group of 150 salesmen when faced to different methods of motivation (interesting for us).

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://rmci.ase.ro/no12vol1s/Vol-12_No-1S_Article-41.pdf
    Download Restriction: no

    Bibliographic Info

    Article provided by Faculty of Management, Academy of Economic Studies, Bucharest, Romania in its journal REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT.

    Volume (Year): 12 (2011)
    Issue (Month): 6 (December)
    Pages: 261-267

    as in new window
    Handle: RePEc:rom:rmcimn:v:12:y:2011:i:6:p:261-267

    Contact details of provider:
    Postal: 6 ROMANA PLACE, 70167 - BUCHAREST
    Phone: 0040-01-2112650
    Fax: 0040-01-3129549
    Email:
    Web page: http://www.management.ase.ro/
    More information through EDIRC

    Related research

    Keywords: sales force; motivation; telecom companies; management.;

    Find related papers by JEL classification:

    References

    No references listed on IDEAS
    You can help add them by filling out this form.

    Citations

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:rom:rmcimn:v:12:y:2011:i:6:p:261-267. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Marian Nastase).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.