earch methodology followed in the conduct of the study is described and explained in Chapter 3. The findings of the research performed for the study are presented in Chapter 4, and the conclusions drawn from these findings are presented in Chapter 5.
This study examined the issue of compensation for sales personnel within the context of commission pay versus salary plus bonus pay. Literature relevant to the issue is reviewed in this chapter. The findings of the literature review are presented in discussions of general management issues and related studies.
The general management issues which have a significant impact on the attitudes of both sales personnel and management towards compensation are motivation in organizational environments, and the application of power and authority in organizational environments. Each of these issues is reviewedseparately in this section.
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