Abstract
No attempt will be made in this paper to suggest a ready-made incentive program. The needs and requirements of individual organizations are too varied. This paper is designed for practitioners rather than theorists. The goal is to present a paper which will serve as a stimulant to those responsible for formulating and administering sales incentive programs and need to critically evaluate their own present programs. | The ideas, findings, and conclusions presented in this paper are not new. Rather, they are presented so as to channel the reader's thinking toward important considerations.