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Sales Force Compensation - Coursework Example

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An effective compensation plan aims to attain, retain and motivate competent sales force. It also encourages the sales people to be more competitive and…
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Sales Force Compensation
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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 pagesRead More
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