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  1. 1 Ekonomika i Organizacja Przedsiębiorstwa

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  1. 1 2007

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Motivating Sales Representatives

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Sekula Z.
Ekonomika i Organizacja Przedsiębiorstwa
|
2007
|
issue 12(695)75-
75-82
EN
The methods of motivating sales representatives in two companies (A and B) selling car accessories are presented in the paper. Special character of sales representatives' work influences the selection and significance of various motivating means. The author of the article analyzes and evaluates the following issues: choice of profession, professional preparation, work relations and communication, work independence, training and professional development, employees' appraisal, types and importance of the applied economic and non-economic motivators. The respondents from A and B companies have differently evaluated particular motivators.
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