Abstract
The paper discusses the problem of stimulating sales staff in the electronics retail industry. Factors influencing sales staff efficiency in the company are revealed. The case of Samsung Electronics Co., Ltd. is considered as an experience of audit of sales personnel’s stimulation system aimed at development of motivational elements. The main findings are related to managerial decisions resulted in decrease in staff turnover rate, growth of sales volumes and effectiveness and sales personnel productivity. A program to stimulate sales staff in order to increase the company's sales is proposed.
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Notes
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How to manage staff turnover in retail companies. Experience of State Corporation “Allo”. https://trademaster.ua/zakon/1015 (last accessed: 2019/10/27).
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Dokukina, A.A., Zarudnaya, M.V. (2021). Sales Increase via New Approaches to Motivation and Incentive Programs for Retail Staff. In: Solovev, D.B., Savaley, V.V., Bekker, A.T., Petukhov, V.I. (eds) Proceeding of the International Science and Technology Conference "FarEastСon 2020". Smart Innovation, Systems and Technologies, vol 227. Springer, Singapore. https://doi.org/10.1007/978-981-16-0953-4_44
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