Sales Executives’ Reward Attitude Survey in the International Company and their Socio- Economic Consequences on the Sales Performance in Global Markets

VSB-Technical University of Ostrava, Faculty of Economics, Department of Management, Sokolska trida 33, 702 00 Ostrava 1, Czech Republic

^* Corresponding author: gabriela.polakova@post.cz

Abstract

Research background: As a universal rule applicable worldwide, the salary satisfaction and employees´ financial well-being, in general, are ones of key drivers in ensuring corporate business goals and performance in global markets.

Purpose of the article: The aim is to find out how sales executives are satisfied with their financial well-being and earnings gained in one international company making business worldwide. The analyzed company needs to support sales executives´ motivation to meet sales goals and positively influence their engagement in making business all over the world, and thus globally improve corporate performance.

Methods: The methodology of the procedure begins with the formulation of research questions. Subsequently, a questionnaire is compiled, the basic and sample of respondents are identified, and a questionnaire survey is conducted. The processing of the obtained data is performed using statistical methods (software IBM SPSS statistics) when the results are processed using frequency and contingency tables, graphs, and verbal description. The final step is answering research questions.

Findings & Value added: The data include general sales executives´ reward attitudes, their subjective feelings, and opinions if their pays reflect their sales performance in international business or not. Such survey usefully provides relevant information to competent decision-makers about sales executives´ financial satisfaction and well-being and gives them a good background to ensure that payment will be in such a competitive level of market price that will attract and retain the people the organization needs for retaining current global business operations and for searching new business challenges around the world.