StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...

Sales Force Compensation - Coursework Example

Cite this document
Summary
An effective compensation plan aims to attain, retain and motivate competent sales force. It also encourages the sales people to be more competitive and…
Download full paper File format: .doc, available for editing
GRAB THE BEST PAPER92.1% of users find it useful
Sales Force Compensation
Read Text Preview

Extract of sample "Sales Force Compensation"

Download file to see previous pages

The features of the Compensation Plan of Hindustan Unilever are cited below: - 1) The first feature is Salesman of the Month which aims to reward the best salesman in the organization. It is completely a performance based reward awarded to the best salesman. This award is given when the employee meets its target or exceeds it. 2) The second feature is Customer delight. This is also a reward that is based on the performance of the employee. The reward is presented to the employee keeping in view his dealings with the customers, both internal and external (Hindustan Unilever Limited, 2013a). 3) The third feature is an A-T book which records all the achievements of the employees and at the end of a quarter rewards the employees who succeeds by maximum achievements.

This is a good way public recognition (Hindustan Unilever Limited, 2013a). 4) The fourth feature is TOTB, which means ‘think outside the box’ (Manwani, 2014). This reward is given to that employee who comes up with new ideas and suggestions to enhance the business of the organization. 5) The fifth feature is On the Spot award. This is a very special award in HUL. The award is given to those employees for their on the spot attitude towards a particular situation, which gives a lot of honor to the employees. 6) The sixth feature is Target Commission, which gives monetary benefit to the employees.

Here, the employees get a percentage (for example, 2% or 4%) of the target amount, if fulfilled (Hindustan Unilever Limited, 2013a). The higher the volume of sales, the higher the commission received. For any kind of reward, the employees must possess a positive attitude towards fulfilling its target. They must be self-motivated, enthusiastic, energetic, and focus-oriented in order to qualify for the rewards. The behaviors those are required for the above mentioned rewards are mentioned accordingly as follows; 1) Salesman of the Month- This is

...Download file to see next pages Read More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Sales Force Compensation Coursework Example | Topics and Well Written Essays - 1250 words”, n.d.)
Sales Force Compensation Coursework Example | Topics and Well Written Essays - 1250 words. Retrieved from https://studentshare.org/human-resources/1654231-sales-force-compensation
(Sales Force Compensation Coursework Example | Topics and Well Written Essays - 1250 Words)
Sales Force Compensation Coursework Example | Topics and Well Written Essays - 1250 Words. https://studentshare.org/human-resources/1654231-sales-force-compensation.
“Sales Force Compensation Coursework Example | Topics and Well Written Essays - 1250 Words”, n.d. https://studentshare.org/human-resources/1654231-sales-force-compensation.
  • Cited: 1 times

CHECK THESE SAMPLES OF Sales Force Compensation

Career Sales Force

Career sales force is aware of company's environment and culture.... hellip; They get to know the environment and so on. Career sales force is considered as less costly because they are part of the organization.... ndependent sales force is expensive as they are working on a project basis.... What problems do you see with JPF's sales force strategy and structure decisionsFor career sales force it takes too long to hire and train, and bringing them up to the necessary productivity levels and one of every seven or eight recruits actually succeeds in the insurance business....
3 Pages (750 words) Essay

The Sales Promotion

Thirdly, there is Sales Force Compensation which is achieved through salaries, commissions, vacations, pensions and even repays for well job-related expenses.... hellip; The sales force are made up of salespeople: individuals representing a company to customers or vice versa charged with responsibilities of prospecting, communicating, selling, servicing, and information gathering.... The Sales PromotionAccording to the slides, a sales force is made up of sales people: individuals representing a company to customers or vice versa charged with responsibilities of prospecting, communicating, selling, servicing, information gathering and relationship building....
2 Pages (500 words) Article

Sales Force Compensation: Frito Lay Company

In the paper “Sales Force Compensation: Frito Lay Company” the author provides the key reasons that made Frito Lay focus on sales results.... hellip; The author states that some of the features of the sales job that made it appropriate for a results based approach to job performance are that the number of sales that the employees make determines the amount of profits that the company will make.... One of the advantages that accrue to Frito Lay in defining the performance of its route sales employees in terms of its behaviour is that it is able to concentrate on areas that will increase the sales depending on the route....
6 Pages (1500 words) Research Paper

Compensation Plan Outline

The term “compensation plan” in a company refers to combination of salaries, wages, and all types of benefits employees receive in exchange of good performance.... compensation may include annual salary or hourly wages, bonus payments, benefits and incentives such as health… A total package of compensation may contain several components.... compensation plans mainly refer to all these components and the mode of payment and the purpose in which employees receive The following is an outline of Kellogg's compensation plan....
4 Pages (1000 words) Assignment

Six Features of an Effective Total Rewards Program

The paper “Six Features of an Effective Total Rewards Program” defines total reward program as a part of the Sales Force Compensation plan.... Total reward program is a part of the Sales Force Compensation plan.... hellip; The author states that the sales force can be motivated through premium and variable pay, besides the base salary.... Tesco PLC, the British multinational (MNC) grocery and merchandise retailer, is well-known for the compensation plan offered to its sales force (Armstrong & Taylor, 2014)....
4 Pages (1000 words) Essay

Business to Business Marketing Management and a Global Perspective

he importance of the sales force is not only based on cost.... If Saxon employs a sales force then it will be the most highly empowered organization within the company.... Due to the sales force's significant effect on customer relationships, its consequence on the firm's revenues and market share is momentous.... he sales force is made up of individuals with alternate capabilities, motivators, and values.... Consequently, a sales force is most appropriately deployed to select customers, products and selling activities;...
12 Pages (3000 words) Essay

The Target Market of Beats By Dre

The paper 'The Target Market of Beats By Dre' focuses on the campaign that was successful as its aim was to center on its main target audience, via players in the commercials.... The players by listening to the song of their choice remain calm and being able to avoid all the commotion.... hellip; The author states that the campaign's focus was on keeping the critics low and to help people to listen to the music of their own choice....
8 Pages (2000 words) Case Study
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Contact Us