Pech Soly creator Speece, Mark W. Chairperson Zimmerman, Willi Examination committee Truong, Quang Examination Committee Government of French Scholarship donor AIT Fellowship Scholarship donor text series technical report th Pathum Thani, Thailand Asian Institute of Technology 2004 continuing eng 59 leaves 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. 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 Sales executives Cambodia Sales personnel Cambodia Asian Institute of Technology. http://203.159.5.9/ait-thesis/detail.php?q=B09620 http://203.159.5.9/ait-thesis/detail.php?q=B09620 051214 20260818213237.0