淡江大學機構典藏:Item 987654321/19713
English  |  正體中文  |  简体中文  |  全文筆數/總筆數 : 62805/95882 (66%)
造訪人次 : 3941788      線上人數 : 1058
RC Version 7.0 © Powered By DSPACE, MIT. Enhanced by NTU Library & TKU Library IR team.
搜尋範圍 查詢小技巧：
  • 您可在西文檢索詞彙前後加上"雙引號"，以獲取較精準的檢索結果
  • 若欲以作者姓名搜尋，建議至進階搜尋限定作者欄位，可獲得較完整資料
    •  進階搜尋


    請使用永久網址來引用或連結此文件: https://tkuir.lib.tku.edu.tw/dspace/handle/987654321/19713


    題名: A Practical Approach to Sales Force Compensation Plan in a Small Business
    作者: Yang, Wei-tzen;Kuo, Chang-min
    貢獻者: 淡江大學經營決策學系
    日期: 1996-09
    上傳時間: 2009-11-30 12:19:27 (UTC+8)
    出版者: Sage Publications India Pvt. Ltd.
    摘要: Small business owners and marketing managers encounter the threat of higher turnover of their sales people as most of them do not realise the firms' limitations and are notfamiliar with the fundamentals of the practice or the theory of sales. In this situation, they tend to copy sales force compensation plans from each other. This paper presents a compensation plan that combines a base salary (including a quota) with some incentives (in the form of commissions or bonuses) and the firm's profits. The factors that affect the compensation plan are identified and the implications of changes in some of these factors are demonstrated with a case study to serve as a guide for small businesses while designing or rewriting sales force compensation plans.
    關聯: Journal of entrepreneurship 5(2), pp.209-222
    DOI: 10.1177/097135579600500204
    顯示於類別:[管理科學學系暨研究所] 期刊論文

    文件中的檔案:

    檔案 大小格式瀏覽次數
    index.html0KbHTML25檢視/開啟

    在機構典藏中所有的資料項目都受到原著作權保護.

    TAIR相關文章

    DSpace Software Copyright © 2002-2004  MIT &  Hewlett-Packard  /   Enhanced by   NTU Library & TKU Library IR teams. Copyright ©   - 回饋