Download This PaperSales Employees Compensation: An Optimal Balance between Fixed and Variable Pay
Compensation & Benefits Review, Vol. 41, No. 4, pp. 44-51, 2009
11 Pages Posted: 17 Dec 2009 Last revised: 29 Jan 2014
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Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay
Compensation & Benefits Review, Vol. 41, No. 4, pp. 44-51, 2009
Number of pages: 11
Posted: 17 Dec 2009
Last Revised: 29 Jan 2014
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Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay
Journal of Personal Selling & Sales Management, Vol. XXX, No. 3, pp. 276, Summer 2010
Number of pages: 11
Posted: 02 Nov 2010
Last Revised: 03 Feb 2014
Downloads
209
Abstract
This article underlines the crucial role of human resource managers in compensation management for sales employees in a marketing firm. The changing needs of customers, shortened product life cycles and increased pressure to enhance profitability have motivated human resource managers to identify and implement effective compensation plans.
Keywords: Fixed pay, variable pay, salesforce compensation
Suggested Citation: Suggested Citation
Madhani, Pankaj M., Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay. Compensation & Benefits Review, Vol. 41, No. 4, pp. 44-51, 2009, Available at SSRN: https://ssrn.com/abstract=1523090
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