Optimal Mix of Financial and Nonfinancial Rewards: Enhancing Sales Performance
World at Work Journal, Vol. 26, No. 2, pp. 44-54 (2017)
12 Pages Posted: 15 May 2017 Last revised: 13 Aug 2020
Abstract
This research provides an approach to a salesperson's profitability index that can predict future sales performance and link that performance to the rewards practices of sales organizations.
Keywords: Financial Rewards, Nonfinancial Rewards, Optimal Mix, Sales Performance, Salesperson's Profitability Index
Suggested Citation: Suggested Citation
Madhani, Pankaj M., Optimal Mix of Financial and Nonfinancial Rewards: Enhancing Sales Performance. World at Work Journal, Vol. 26, No. 2, pp. 44-54 (2017), Available at SSRN: https://ssrn.com/abstract=2968340
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