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ResumenLa remuneracion a la fuerza de ventas es un tema fundamental en las organizaciones comerciales. ?Que tipo de incentivos incrementan el esfuerzo del vendedor para lograr las metas de la organizacion? ?Si se combinan diferentes esquemas de incentivos se incrementa la dedicacion del vendedor? Este es el primer estudio realizado en Costa Rica con tecnicas experimentales para abordar tales cuestiones. Se realizan un conjunto de sesiones con mas de doscientos estudiantes de carreras afines a la administracion de negocios, a fin de estudiar, especificamente, los concursos de ventas cuyo esquema de remuneracion consiste en un primer premio seguido de varios premios menores asignados segun el logro de ventas por parte del vendedor. Se encontro que no siempre mas es mejor y que algunas combinaciones en ambientes en los que los sujetos se comunican continuamente pueden hasta reducir el esfuerzo por lograr los objetivos organizacionales. AbstractThe remuneration to the sales force is a major issue in commercial organizations. What kind of incentives increase the selling effort to achieve the goals of the organization? With the combination of different incentive schemes it is possible to increase seller’s dedication? This is the first study applied in Costa Rica, using experimental techniques to address such issues. A set of sessions are conducted with more than 200 students, from careers related to business administration, to study sales contests with a compensation scheme, in which there is a first prize followed by several smaller prizes assigned to the achieved sales made by the seller. It was found that it is possible to reduce the effort to achieve organizational objectives when the subjects can communicate constantly.

tec empresarial/tec empresarial

Remuneración a la fuerza de ventas: variables que determinan su éxito o fracaso. Remuneration of sales force: Variables that determine your success or failure.