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MOTIVATING VENDORS IN THE DIRECTION OF HIGH IMPACT


MILIĆ SLAVIĹ A
HIGH ECONOMIC SCHOOL FOR PROFESSIONAL STUDIES PEĆ-LEPOSAVIĆ, SERBIA

Issue:

MOCM, Number 16, Volume I

Section:

Issue No. 16 - Volume I (2010)

Abstract:

This paper aims to present the importance of motivation of internal constituents of the company (employees, managers, vendors) for its business success. Bearing in mind that the target customers (buyers) are the strategic resource of every company, it is especially important to properly motivate the sellers (people on the frontline in contact with customers). In this part the author analyzes the seven components of motivation mix in the sales, focusing his research on ways of motivating retailers by sales manager.

Keywords:

motivation, sales, motivation mix, awards for vendors, value of awards.

Code [ID]:

MOCM201016V01S01A0009 [0002771]


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