MOTIVATION FACTORS FOR SALES PERSONEL IN SMALL AND MEDIUM-SIZED ENTERPRISES

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Published:
Dec 19, 2018
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No. 20(69) (2018)
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Małgorzata Adamska
Politechnika Opolska
https://orcid.org/0000-0001-5227-3519

DOI: https://doi.org/10.22630/PEFIM.2018.20.69.25
Keywords : client capital, sales staff, motivation, motivation system
Abstract
The article presents and discusses the motivations of sales staff. The basic thesis of the article was focused on discussing the instruments used by the managerial staff to construct the motivation system.The purpose of the article is to identify motivation instruments used in enterprises, taking into account the size criterion as well as market segments and the type of clients. Identified dependencies may have a significant impact on the future shape and nature of the motivation systems, developed with particular emphasis on the role of sales staff operating in direct contact with customers.In the author's research on customer relationship management carried out among small and medium-sized enterprises in the Opolskie voivodship, issues related to the operation of sales staff responsible for cooperation with clients' capital in these enterprises were also undertaken.Based on the results of a literature query, experience from cooperation with regional enterprises and original research on managing customer-relationship relations in the SME sector, recommendations have been developed regarding activities aimed at creating involvement of sales staff.

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How to Cite
Adamska, M. (2018). MOTIVATION FACTORS FOR SALES PERSONEL IN SMALL AND MEDIUM-SIZED ENTERPRISES. The Scientific Journal European Policies, Finance and Marketing, (20(69), 7–19. https://doi.org/10.22630/PEFIM.2018.20.69.25
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