| Author | Luong Vu Quang |
| Call Number | AIT RSPR no. SM-99-112 |
| Subject(s) | Sales management--Vietnam
|
| Note | A research study submitted in partial fulfillment of the requirement for the degree of Master of Administration, School of Management |
| Publisher | Asian Institute of Technology |
| Abstract | There is no doubt that motivation to the sales force is very important in sales management,
especially in Vietnamese today's conditions, where selling as a career is in its infancy stage. The
conditions impose difficulties for sales management to determine what motivates salespeople and
how to motivate them effectively. Thus, this paper aims to make clear these issues in two sectors:
joint ventures (Ns) and state owned enterprises (SOEs).
With in-depth interviews with nine representative companies of the two sectors, the research finds
that, though in the same macro-economic conditions, salespeople in JVs place more value on high
order rewards such as training, recognition, promotion. Meanwhile their SOEs counterparts show
more interest in low order rewards such as salary/commissions, fringe benefits, job security and
stability. This is mainly because sales and sales force management in JVs are more professional,
systematic than in SOEs.
To improve, Ns need to fine tune current practices while SOEs need fundamental changes.
Specifically, the research suggests that, Ns should employ a multi-ladder sales system and SOEs
should replace their centrally-planned minded sales managers by market-oriented ones. |
| Year | 1999 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Speece, Mark W.; |
| Examination Committee(s) | Johri, Lalit M.; Bechter, Clemens ; |
| Scholarship Donor(s) | Government of Switzerland ; |
| Degree | Research studies project report (M.B.A) - Asian Institute of Technology, 1999 |