V.Venkata Rao and Santosh Theegala
Effective management and motivation of sales force is crucial for the success of any organization. Compensation is one of the most important rewards used to motivate sales force. It becomes important issue to the organizations to design an effective compensation system for sales force and to know how sales force perceives their compensation. The current study aims to reveal sales force compensation practices in automobile industry, and the sales force view about their compensation program. For this study, a sample of 126 respondents in various designations of sales department in an automobile industry was chosen with convenient sampling technique. Applied statistical tools include Cronbach’s alpha, descriptive statistics and cross order correlation. We found a mixed opinion on compensation practices in automobiles industry.