Sales Contests - Their Purpose and the Measuring of Their Effectiveness
Loading...
Authors
Kulcjwiec, John J.
Issue Date
1968
Type
Thesis
Language
en_US
Keywords
Marketing , Sales contests , Sales management
Alternative Title
Abstract
Sales Contests, when properly understood and effectively employed, provide the sales management of a company a marketing tool that enables the company to facilitate the accomplishment of its marketing objectives, and to increase corporate profits. These objectives are varied but primarily center around the concern for increased sales. The sales contests are used by a substantial number of companies because through these contests the eight basic motives that incite additional effort from the sales force can be effectively integrated. Since sales contests employ psychological factors, sales management must be constantly on the alert for the current techniques being employed in the motivation of salesmen.
Description
This thesis is being archived as a Digitized Shelf Copy for campus access to current students and staff only. We currently cannot provide this open access without the author's permission. If you are the author of this work and desire to provide it open access or wish access removed please contact the Wahlstrom Library to discuss permission.
Citation
J.J. Kulcjwiec, "Sales Contests - Their Purpose and the Measuring of Their Effectiveness", MBA dissertation, School of Business, Univ. of Bridgeport, Bridgeport, CT, 1968.