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What is Sales Force Incentive Plans in Pharma about?

This document summarizes research on sales force compensation and incentive schemes in the South African pharmaceutical industry. It provides context on motivation and compensation, discusses different types of compensation plans (salary-only, commission-only, and combination plans), and identifies five research propositions to guide the study. The purpose of the study is to analyze incentive schemes used in the industry and provide guidelines to help sales management design effective incentive plans.

Author

Minal Kothari

Language

EN