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

  • 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)

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    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).

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    File URL: http://rmci.ase.ro/no12vol1s/Vol-12_No-1S_Article-41.pdf
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    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

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    Handle: RePEc:rom:rmcimn:v:12:y:2011:i:6:p:261-267
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    1. Ajay Kalra & Mengze Shi, 2001. "Designing Optimal Sales Contests: A Theoretical Perspective," Marketing Science, INFORMS, vol. 20(2), pages 170-193, December.
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