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THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?

This article delves into an analysis of motivation theories within the context of personal selling, exploring their implications for the development and optimization of salesperson compensation plans. The initial section reviews prominent motivation theories, offering insights into their princ...

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Main Author: Chee, How Liau
Format: Article
Language:English
Published: INTI International University 2023
Subjects:
H Social Sciences (General)
HD Industries. Land use. Labor
HF Commerce
Online Access:http://eprints.intimal.edu.my/1882/1/jobss2023_36.pdf
http://eprints.intimal.edu.my/1882/
http://ipublishing.intimal.edu.my/jobss.html
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id my-inti-eprints.1882
record_format eprints
spelling my-inti-eprints.18822023-12-14T02:20:11Z http://eprints.intimal.edu.my/1882/ THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE? Chee, How Liau H Social Sciences (General) HD Industries. Land use. Labor HF Commerce This article delves into an analysis of motivation theories within the context of personal selling, exploring their implications for the development and optimization of salesperson compensation plans. The initial section reviews prominent motivation theories, offering insights into their principles and applications. Subsequently, the article transitions to a discussion on the practical utilization of these theories in the design and implementation of compensation structures for sales professionals. By examining the intersection of motivation theories and salesperson compensation, this article aims to contribute valuable perspectives to the ongoing discourse in sales management and organizational behavior. The findings presented herein offer a nuanced understanding of how motivational factors can be strategically harnessed to enhance sales performance and align with broader organizational objectives. INTI International University 2023-12 Article PeerReviewed text en cc_by_4 http://eprints.intimal.edu.my/1882/1/jobss2023_36.pdf Chee, How Liau (2023) THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE? Journal of Business and Social Sciences, 2023 (36). pp. 1-5. ISSN 2805-5187 http://ipublishing.intimal.edu.my/jobss.html
institution INTI International University
building INTI Library
collection Institutional Repository
continent Asia
country Malaysia
content_provider INTI International University
content_source INTI Institutional Repository
url_provider http://eprints.intimal.edu.my
language English
topic H Social Sciences (General)
HD Industries. Land use. Labor
HF Commerce
spellingShingle H Social Sciences (General)
HD Industries. Land use. Labor
HF Commerce
Chee, How Liau
THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?
description This article delves into an analysis of motivation theories within the context of personal selling, exploring their implications for the development and optimization of salesperson compensation plans. The initial section reviews prominent motivation theories, offering insights into their principles and applications. Subsequently, the article transitions to a discussion on the practical utilization of these theories in the design and implementation of compensation structures for sales professionals. By examining the intersection of motivation theories and salesperson compensation, this article aims to contribute valuable perspectives to the ongoing discourse in sales management and organizational behavior. The findings presented herein offer a nuanced understanding of how motivational factors can be strategically harnessed to enhance sales performance and align with broader organizational objectives.
format Article
author Chee, How Liau
author_facet Chee, How Liau
author_sort Chee, How Liau
title THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?
title_short THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?
title_full THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?
title_fullStr THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?
title_full_unstemmed THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING TOMORROW'S SALES LANDSCAPE?
title_sort theoretical conclave: are sales visionaries shaping tomorrow's sales landscape?
publisher INTI International University
publishDate 2023
url http://eprints.intimal.edu.my/1882/1/jobss2023_36.pdf
http://eprints.intimal.edu.my/1882/
http://ipublishing.intimal.edu.my/jobss.html
_version_ 1787141152720289792
score 13.211869

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