Motivationa and compensation of sales employees

Ovaj završni rad bavi se motivacijom i nagrađivanjem zaposlenika u prodaji. Sama prodaja mijenjala se tijekom vremena i imala različita shvaćanja ljudi pa tako i mnoštvo definicija. Jedna od definicija označava prodaju kao međuljudski komunikacijski proces u kojem prodavač otkriva i zadovoljava potrebe kupca s ciljem ostvarenja uzajamnih dugoročnih koristi za obje strane. Kako bi se te koristi za obje strane ostvarile, potrebno je ustanoviti na koji način motivirati i nagraditi zaposlenika u prodaji da bi on uložio maskimalan napor u ostvarivanju toga cilja pomoću adekvatne kompenzacije za rad, odnosno nagrade. Najčešće se kompenzacije smatraju kao nagrade koje za rad u svom poduzeću dobivaju zaposlenici, a one mogu biti izražene u novcu, robi, bonovima, karticama potrošaća te drugim raznim oblicima nematerijalne i materijalne pomoći. Analizirajući dostupne radove kolega s istom ili sličnom tematikom, ustanovilo se kako motivacija i nagrade za rad različito djeluju na zaposlenike u prodaji. Dok neke motiviraju visina plaće i bonusi, druge motivira sigurnost zadržavanja posla i dobri odnosi s nadređenim. Sve navedeno još ovisi o raznim čimbenicima kao što su dob, spol, staž, stručna sprema, osobni doživljaj zaposlenika, sektor poslovanja, razne društvene i gospodarske prilike. Obzirom da se prodaja, kao i tržište, konstantno mijenja, menadžeri u prodaji i njihova poduzeća trebaju težiti pronalasku najefikasnijih rješenja za motivaciju i nagrađivanje zaposlenika, a sve s ciljem ostvarenja što većeg profita poduzeća.The subject of this thesis is motivation and compensation of sales employees. The sales itself underwent numerous changes during the cause of time, it had different understanding of people thus it had numerous definitions as well. One of the definitions refers to sales as an interpersonal communication process sin which the seller detects and meets the needs of the customer in order to achieve mutual long-term benefits for both parties. In order for these benefits to be mutually accomplished it is necessary to establish how to motivate and compensate the sales employee, through adequate work compensation i.e. reward, in order that he or she invests maximal effort in achieving of that goal. Most commonly compensations are considered as rewards that employees receive for their work in the company. The compensation can be in a form of money, goods, vouchers, consumer cards as well as in other forms of intangible and tangible benefits. Analysing available thesis of fellow colleagues with the same or similar topic, it was found that motivation and compensation for work have different effect on sales employees. While some are motivated by salary and bonuses, others are motivated by job security and good relations with their superiors. All afore mentioned also depends on additional factors such as age, gender ,work experience, level of education, personal experience of employees, business sector as well as various social and economic circumstances. Given that sales as well as market changes continuously, sales managers and their companies should strive to find the most effective solutions for motivation and compensation of employees thus aiming to maximise the profit of the company