Some automotive product manufacturers are delegating more pricing authority to their sales forces as a motivational tool, according to "2002 Sales Force Compensation and Benefits Practices of Automotive and Heavy Duty Products Manufacturers," an annual compensation survey by the Motor & Equipment Manufacturers Association (MEMA).

This appears to be a new trend in motivational innovation among automotive product manufacturers, according to Frank Hampshire, MEMA research director.

"Sales employees responsible for pricing within established margin goals for each market segment are measured on total net margin of new booked business - not sales volume," said Hampshire.

The MEMA "Sales Force Compensation" is said to be the only report that exclusively studies compensation and organisation of the sales force practices of automotive products manufacturers. It reports on the compensation and organisation of the field sales forces of automotive parts manufacturers and provides industry-specific details about OE, international and traditional sales management positions, as well as the structural composition of sales organisations.

To ensure the confidentiality of responses, participants return surveys to a firm specialising in data security. All information that could potentially identify a company is removed before the surveys are sent to MEMA's research department for compilation and analysis.

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