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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| Format: | Article |
| Language: | English |
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INTI International University
2023
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| Online Access: | http://eprints.intimal.edu.my/1882/ http://eprints.intimal.edu.my/1882/1/jobss2023_36.pdf |
| _version_ | 1848766861112508416 |
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| author | Chee, How Liau |
| author_facet | Chee, How Liau |
| author_sort | Chee, How Liau |
| building | INTI Institutional Repository |
| collection | Online Access |
| 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. |
| first_indexed | 2025-11-14T11:57:52Z |
| format | Article |
| id | intimal-1882 |
| institution | INTI International University |
| institution_category | Local University |
| language | English |
| last_indexed | 2025-11-14T11:57:52Z |
| publishDate | 2023 |
| publisher | INTI International University |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | intimal-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 |
| 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? |
| title | 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_short | THEORETICAL CONCLAVE: ARE SALES VISIONARIES SHAPING
TOMORROW'S SALES LANDSCAPE? |
| title_sort | theoretical conclave: are sales visionaries shaping
tomorrow's sales landscape? |
| topic | H Social Sciences (General) HD Industries. Land use. Labor HF Commerce |
| url | http://eprints.intimal.edu.my/1882/ http://eprints.intimal.edu.my/1882/ http://eprints.intimal.edu.my/1882/1/jobss2023_36.pdf |