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Complexité des objectifs et rémunération des vendeurs

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  • Eric Mongrolle

    (Rank Xerox Cambridge EuroPARC - Xerox Company)

Abstract

La rémunération des vendeurs et de leur encadrement a, depuis toujours, été considérée comme un élément délicat de l'activité commerciale et donc controversé . Cet article montre l'évolution des systèmes de rémunération face à la complexité croissante et à la multiplication des objectifs quantitatifs et qualitatifs donnés à la force de vente.

Suggested Citation

  • Eric Mongrolle, 1994. "Complexité des objectifs et rémunération des vendeurs," Post-Print halshs-02926731, HAL.
    • Handle: RePEc:hal:journl:halshs-02926731
    DOI: 10.7193/DM.001.63-67
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