Salesforce Motivation,Compensation and Evaluation by Industrial Distributors

Selling and sales management by industrial distributors is an important area of industrial product and services marketing that has been almost completely ignored by academic researchers. This study attempts to close a few of the gaps. It provides a brief review of the distributor's characeeristics and his hostile marketing environment before a presentation of findings about dktributors' sales force evaluation, compensation and evaluation methods. Conclusions are offered and a plea for further research is made.