03408nas a2200445 a 4500 20260818213237.0 051214s2004 th uu m rtt 0| a1eng d .b11976214 AIT RSPR no.SM-04-95 Pech Soly Sales force motivation in commercial industrial trading in Cambodia Pathum Thani, Thailand : Asian Institute of Technology, 2004 59 leaves Research studies project report ; no. SM-04-95 A research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management Research Studies Project Report (M. BA.) - Asian Institute of Technology, 2004 Cambodia 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. Sales executives Cambodia Sales personnel Cambodia Speece, Mark W., Chairperson Zimmerman, Willi, Examination committee Truong, Quang, Examination Committee Government of French, Scholarship donor AIT Fellowship, Scholarship donor Asian Institute of Technology. Research studies project report ; no. SM-04-95 Full-Text http://203.159.5.9/ait-thesis/detail.php?q=B09620 .b11976214 mnait u 240718 0 051128 m a u 0 mnait mnait mnarc 20 22 40 Barcode : 30050120912828 CREATED : 2005-11-28 RECORD # : i12467108 LPATRON : 1018757 LCHKIN : 2006-12-16 # RENEWALS : 0 # OVERDUE : 0 IUSE3 : 0 TOT CHKOUT : 2 TOT RENEW : 1 Barcode : 30050120664700 CREATED : 2012-10-23 RECORD # : i12709323 LPATRON : 0 LCHKIN : - # RENEWALS : 0 # OVERDUE : 0 IUSE3 : 0 TOT CHKOUT : 0 TOT RENEW : 0 Barcode : 30050120301089 CREATED : 2016-05-27 RECORD # : i12997572 LPATRON : 0 LCHKIN : - # RENEWALS : 0 # OVERDUE : 0 IUSE3 : 0 TOT CHKOUT : 0 TOT RENEW : 0 103909 103909 0 0 0 0 MAIN MAIN mnait 2026-08-18 50.00 0 AIT RSPR no.SM-04-95 30050120912828 2026-08-18 21:32:37 1 2026-08-18 20 0 0 0 0 MAIN MAIN mnait 2026-08-18 0 AIT RSPR no.SM-04-95 30050120664700 2026-08-18 21:32:37 3 2026-08-18 22 0 0 0 0 MAIN MAIN mnarc 2026-08-18 0 AIT RSPR no.SM-04-95 30050120301089 2026-08-18 21:32:37 2026-08-18 40