Prethodno priopćenje
Salary, Organizational Culture and Management Style in Function of Successful Sales Force Management
Ivan VUKELIĆ
Sažetak
The aim of the company is to sell the highest rate of the products
on the market. The sales force has a principal role in this process.
Relevant characteristics and factors of motivate compensation
that influence sales force motivation in performing their
organizational function in the company are studied in the paper.
To achieve successful sales force management, it is necessary to
determine the motivational basis due to which the sales force is
prepared to perform the jobs determined by the sales organization
technology. The survey was carried out from June 1st,
2001 to December 31st, 2001, including 200 sales force employees
of important producers and representative companies, in
the field of sales and consumer goods, in the Republic of Croatia.
Sales force motivation is the main originator of sales force
performance and an important factor of successful company
business. Research results have shown that sales force employees
regard the salary as the basic and most important component of
motivate compensation. However, the salary of the sales force is
not a sufficient component for successful quality work. Because of
the above mentioned, the company management is introducing
components of motivate compensation in the motivation system,
which relate to the organizational culture and management style
according to the majority influence. As a result of the research, a
motivate compensation model with three component groups
clustered around salary, organizational culture and management
style has been set up. The purpose of motivate compensation is
to serve as an entrepreneurial technology in the company's sales
force management.
Ključne riječi
Hrčak ID:
17853
URI
Datum izdavanja:
30.6.2005.
Posjeta: 5.622 *