02533nas a2200265 a 450000500170000000800410001703500150005810000140007324500720008726000670015930000140022649000520024050001480029250200830044052013280052365000310185165000300188270000340191270000450194670000420199171000450203371000390207881000840211785600660220120260818213237.0051214s2004    th uu m rtt   0|  a1eng d  a.b119762140 aPech Soly10aSales force motivation in commercial industrial trading in Cambodia  aPathum Thani, Thailand :bAsian Institute of Technology,c2004  a59 leaves1 aResearch studies project report ;vno. SM-04-95  aA research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management  aResearch Studies Project Report (M. BA.) - Asian Institute of Technology, 2004  aCambodia is under the developing stage which offers good opportunities for trading business ranging from industrial machinery and equipment, electrical equipment, heavy duty trucks, vehicles to stationary. As the market opens, competition increases. At this stage, one of the key strategic issues to stay competitive in the market is the highlymotivated sales force. The objective of this research study is to discover the motivation practice of the management of the commercial industrial trading companies in Cambodia, and to find out what make best motivators for the sales representatives in the industry. The study conducted on both the management's practices and sales representatives' perception of the motivation practices and effective motivators. The findings of the study suggest that the practices are so diverse from company to company. Some manager prefer commission or incentives to motivate their people as they think financial is the only solution to the motivation problem at the moment. While others do not even think of how to motivate the people motivation believing people are paid to do their job. From the rep side, we can see that the best motivator is not only monetary part, but also the manager they are working with and some other factors such as working environment, recognition, and autonomy. 0aSales executiveszCambodia 0aSales personnelzCambodia1 aSpeece, Mark W.,eChairperson1 aZimmerman, Willi,eExamination committee1 aTruong, Quang,eExamination Committee2 aGovernment of French,eScholarship donor2 aAIT Fellowship,eScholarship donor2 aAsian Institute of Technology.tResearch studies project report ;vno. SM-04-95  3Full-Textuhttp://203.159.5.9/ait-thesis/detail.php?q=B09620