The effect of travel incentive to sales person performance in corporate channel
Küçük Resim Yok
Tarih
2019
Yazarlar
Dergi Başlığı
Dergi ISSN
Cilt Başlığı
Yayıncı
Maltepe Üniversitesi
Erişim Hakkı
CC0 1.0 Universal
info:eu-repo/semantics/openAccess
info:eu-repo/semantics/openAccess
Özet
Sales persons in corporate channel are responsible for selling the products and services to companies. They visit companies and improve relationship to convince them to buy products. Mostly these are white collar employees and have mid-level education & earnings. To improve sales person motivation and performance, mainly operator apply small cash incentives based on their sales target and Key Performance Indicators. In corporate channel (B2B); companies buy products for their employees and mainly they choose well-known brands not get their employees complain in case of dissatisfaction. For that reason, smaller brands need to make push effect to companies to convince them to buy their products. In this case study, a travel campaign has applied as incentive as a non-monetary to sales people which is expected to give high value perception. Aim of this case study is to check the nonmonetary incentive affect to corporate sales person motivation and sales performance.
Açıklama
Anahtar Kelimeler
Sales person motivation, non-monetary incentives, smartphone industry, B2B sales
Kaynak
International Congress on Business and Marketing
WoS Q Değeri
Scopus Q Değeri
Cilt
Sayı
Künye
Düzgün, F., Telli, E. ve Telli, G. (2019). The effect of travel incentive to sales person performance in corporate channel. International Congress on Business and Marketing. s. 149-155.
