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PRINCIPLES
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REMUNERATION OF SALESMEN
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METHODS OF
REMUNERATION
SALARY
COMMISSION
EXPENSE ALLOWANCE
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METHODS OF
REMUNERATION
COMBINATIONS
STRAIGHT SALARY
STRAIGHT COMMISSION ON SALES
SALARY AND COMMISSION ON SALES
SALARY PLUS COMMISSION ON SALES ABOVE A
CERTAIN AMOUNT
SALARY PLUS COMMISSION OF VARYING PERCENTAGE
ON VARYING TOTALS OR DIFFERENT TYPES OF
GOODS
SALARY PLUS A SHARE IN PROFITS
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ESSENTIALS OF GOOD
REMUNERATION
PERSONAL
SIMPLE TO UNDERSTAND
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SPECIAL SCHEMES
SALES CONTESTS AND PRIZES
SPECIAL PAYMENTS FOR SALES OPERATIONS
PROFIT SHARING
FRINGE BENEFITS
ALLOWANCES FOR TRAVELLING ,
ENTERTAINMENT
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COMPENSATION PLAN
PRINCIPAL OBJECTIVES
TO PROVIDE
AN ADEQUATE INCOME FOR
ACCEPTABLE WORK
A SENSE OF SECURITY
INCENTIVES TO INDUCE EFFORTS
ECONOMY
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NON FINANCIAL INCENTIVES
WHY ?
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NON FINANCIAL INCENTIVES
NEEDS OF SALESMAN
DESIRE FOR STATUS OUTSIDE THE
COMPANY
DESIRE FOR PERSONAL RECOGNITION IN
THE COMPANY ITSELF
DESIRE TO EXCEL
DESIRE TO DO GOOD WORK
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NON FINANCIAL INCENTIVES
METHODS OF PAYING PSYCHIC WAGES
PROMOTE SALESMAN AS MANAGER OR TRAINER
RESPECT THEIR PERSONAL EGO
BUILD A SENSE OF BELONGING
MOTIVATE THROUGH PARTICIPATION
OFFER CHANCE TO PROGRESS AND ADVANCEMENT
DEMONSTRATE BENEFITS OF TRAINING
PROVIDE EMOTIONAL SECURITY
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NON FINANCIAL INCENTIVES
FORMS OF STIMULATION
SALES CONTESTS
SALES BULLETINS
CONFERENCES
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DEVELOPING AND MAINTAINING
MORALE
YOUR COMPANY GIVES YOU
TRAINING – INITIAL & CONTINUOUS
SALES MANUAL
SALES BULLETINS
ADEQUATE COMPENSATIONS &
INCENTIVES
JOB SECURITY
RECOGNITION
OPPORTUNITY
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DEVELOPING AND MAINTAINING
MORALE
OBJECTIVES AND MOTIVES
SECURITY
RECOGNITION
OPPORTUNITY
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DEVELOPING AND MAINTAINING
MORALE
FREEDOM FROM CARE AND APPREHENSION
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DEVELOPING AND MAINTAINING
MORALE
APPROVAL IS PRESENT IN
EVERY ONE
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DEVELOPING AND MAINTAINING
MORALE
PRAISE OF SALESMAN WHEN IT IS DUE
LEADS TO
SENSE OF ACHIEVEMENT
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DEVELOPING AND MAINTAINING
MORALE
NOT CONSULTING SALESMEN
BEFORE TAKING DECISIONS
AFFECTING THEIR INTEREST
MIGHT RESULT INTO :
RESENTMENT AND
LOWERING OF MORALE
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CONCLUSION
DEVELOP A PROPER
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