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REMUNERATION OF SALESMEN

PRINCIPLES

DEFINE TERMS OF ENGAGEMENT

PUT DOWN IN WRITING TERMS AND CONDITIONS OF EMPLOYMENT

CLARIFY THE ROLES OF EITHER SIDE

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REMUNERATION OF SALESMEN

POINTS TO BE COVERED IN AGREEMENT

OBLIGATIONS OF SALESMAN AND EMPLOYERFUNCTIONS AND DUTIES OF SALESMENTERRITORY ASSIGNED TO SALESMENREMUNERATION PAYABLE TO SALESMENLIMITS OF AUTHORITYPROVISIONS RELATING TO EXPENSESCONDITIONS OF TERMINATION

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METHODS OF REMUNERATION

SALARY

COMMISSION

EXPENSE ALLOWANCE

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METHODS OF REMUNERATION

COMBINATIONSSTRAIGHT SALARYSTRAIGHT COMMISSION ON SALESSALARY AND COMMISSION ON SALESSALARY PLUS COMMISSION ON SALES ABOVE A CERTAIN AMOUNTSALARY PLUS COMMISSION OF VARYING PERCENTAGE ON VARYING TOTALS OR DIFFERENT TYPES OF GOODSSALARY PLUS A SHARE IN PROFITS

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ESSENTIALS OF GOOD REMUNERATION

PERSONAL

SIMPLE TO UNDERSTAND

WITHIN THE REACH OF SALESMAN

PROVIDE CONTINUOUS INCENTIVE

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QUOTAS AND BONUS

FIX A PARTICULAR QUOTA

ENSURE SALESMAN ACHIEVES THIS QUOTA

AWARD BONUS IF QUOTA IS EXCEEDED

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QUOTAS AND BONUS

BONUS FOR SPECIAL ACHIEVEMENTSOPENING NEW ACCOUNTSSELLING SPECIAL ITEMSMAKING COLLECTIONSSTAGING DEMONSTRATIONSSETTING UP WINDOW DISPLAYSCUTTING DOWN EXPENSES OF SELLING

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SPECIAL SCHEMES

SALES CONTESTS AND PRIZESSPECIAL PAYMENTS FOR SALES OPERATIONSPROFIT SHARINGFRINGE BENEFITSALLOWANCES FOR TRAVELLING , ENTERTAINMENT

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COMPENSATION PLAN

PRINCIPAL OBJECTIVESTO PROVIDEAN ADEQUATE INCOME FOR ACCEPTABLE WORKA SENSE OF SECURITYINCENTIVES TO INDUCE EFFORTSECONOMY

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NON FINANCIAL INCENTIVES

MOTIVATION IN THE FORM OF NON – FINANCIAL OR PSYCHIC WAGES IS THE NEED OF THE HOUR

WHY ?

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NON FINANCIAL INCENTIVES

NEEDS OF SALESMAN DESIRE FOR STATUS OUTSIDE THE COMPANY DESIRE FOR PERSONAL RECOGNITION IN THE COMPANY ITSELFDESIRE TO EXCELDESIRE TO DO GOOD WORK

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NON FINANCIAL INCENTIVES

METHODS OF PAYING PSYCHIC WAGESPROMOTE SALESMAN AS MANAGER OR TRAINERRESPECT THEIR PERSONAL EGOBUILD A SENSE OF BELONGINGMOTIVATE THROUGH PARTICIPATIONOFFER CHANCE TO PROGRESS AND ADVANCEMENTDEMONSTRATE BENEFITS OF TRAININGPROVIDE 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 YOUTRAINING – INITIAL & CONTINUOUSSALES MANUALSALES BULLETINSADEQUATE COMPENSATIONS & INCENTIVESJOB SECURITYRECOGNITIONOPPORTUNITY

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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

FREEDOM FROM FEAR OF LOSING JOB

ASSURANCE OF REASONABLY REGULAR MINIMUM WAGE

WOULD LEAD A SALESMAN TO DO A BETTER JOB

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DEVELOPING AND MAINTAINING MORALE

A DESIRE FOR RECOGNITION AND

APPROVAL IS PRESENT IN EVERY ONE

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DEVELOPING AND MAINTAINING MORALE

PRAISE OF SALESMAN WHEN IT IS DUE LEADS TO

HUGE SATISFACTION &

SENSE OF ACHIEVEMENT

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DEVELOPING AND MAINTAINING MORALE

NOT CONSULTING SALESMEN BEFORE TAKING DECISIONS AFFECTING THEIR INTEREST MIGHT RESULT INTO :

RESENTMENT ANDLOWERING OF MORALE

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CONCLUSION

DEVELOP A PROPER

ATTITUDE AMONG SALESMAN

MAINTAIN THEIR MORALE