FEATURES OF THE SYSTEM OF SALES MANAGERS MOTIVATION AT THE B2B MARKET
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Author(s): | Starodubzeva O. A., |
| Number of journal: | 2(35) | Date: | May 2016 |
| Annotation: | This article discusses the professional competences that should be possessed by a sales manager at the B2B market; material and immaterial incentives of sales managers professionally engaged in this activities. The main problems related to the personnel matters at industrial enterprises in the area under study are examined, as well as principles for establishment and improvement of the motivation system of sales managers, and the indicators characterizing performance and efficiency of sales, schemes and structure of remuneration for sales managers. The directions for improvement of the system of motivation of sales staff operating in the segment of B2B market are proposed, as well as the features of of such changes implementation. |
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| Keywords: | sales manager, motivation, stimulation, material incentives, intengible incentives, benefits, employee loyalty, B2B market. |
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| For citation: | Starodubtseva O. A. Features of the system of sales managers motivation at the B2B market // Business. Education. Law. Bulletin of Volgograd Business Institute. 2016. № 2 (35). P. 114–118. |
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