The effect of travel incentive to sales person performance in corporate channel

Abstract

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.