Original Research

Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry

Russell Abratt, Manfred Klein
South African Journal of Business Management | Vol 30, No 3 | a756 | DOI: https://doi.org/10.4102/sajbm.v30i3.756 | © 2018 Russell Abratt, Manfred Klein | This work is licensed under CC Attribution 4.0
Submitted: 12 October 2018 | Published: 30 September 1999

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Russell Abratt, Graduate School of Business Administration, University of the Witwatersrand, South Africa
Manfred Klein, Graduate School of Business, University of the Witwatersrand, South Africa

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Compensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry. A literature review of incentive schemes is provided. Results are reported about the compensation plans and incentive schemes of 38 organisations. The design, implementation, and evaluation of sales force compensation and incentive schemes are discussed. Guidelines for the development of sales force incentive schemes are provided.


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