A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

Chung, Doug J.; Kim, Byungyeon; Syam, Niladri

doi:10.1561/1700000063

Cited by 9 publications

(2 citation statements)

References 40 publications

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“…It is also most effective when sales results are negatively associated and salespeople are risk-averse (Lucia-Palacios et al, 2020). A successful compensation system effectively motivates the salesforce, allowing an organization to align its salespeople's activity (i.e., sales effort) with its goals (Chung et al, 2020). To compete in the same industry, it is necessary to secure excellent human resources and increase qualitative and quantitative productivity through effective member management (Park & Rhee, 2015).…”

Section: Discussionmentioning

confidence: 99%

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Performance, Competence, Job Satisfaction, and Financial Compensation of Cosmetics Salesforce during the COVID-19 Outbreak

Suseno¹,

Sofa²,

Widayanto³

et al. 2022

Shirkah

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The COVID-19 pandemic caused a decrease in sales turnover for the cosmetic industry, causing salesforce performance to be unsatisfactory. The study developed a model to improve the performance of the cosmetics industry in Banten Province of Indonesia. This quantitative study employed SmartPLS 3.3.2 version to analyze the data obtained from 120 respondents through observations and questionnaire. The results of the empirical model with SEM-PLS revealed that competence has a significant positive effect on financial compensation, competence has a significant positive effect on salesforce job satisfaction, salesforce job satisfaction has a significant positive effect on salesforce performance, financial compensation has no effect on salesforce performance, and salesforce performance has no effect on financial compensation. It is recommended that the cosmetic industry recalculate the amount of compensation appropriately according to measurable performance to yield an impact on salesforce performance. This study highlights the importance of competence-based compensation for fostering self-improvement of employee.

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Section: Discussionmentioning

confidence: 99%

“…High job satisfaction will boost an organization's productivity, which will boost overall organizational performance (Mabaso & Dlamini, 2017). The salesforce's initiative affects the stand team's primary responsibilities, namely network capability and sales performance (Chung et al, 2020).…”

Section: Introductionmentioning

confidence: 99%