This study examined the relationship between new product characteristics and new product adoption by the sales force. The specific objectives of the study investigate the effects of compensation systems on the relationship between new product characteristics and product adoption by the salesperson. The design of the research was cross sectional survey using the questionnaire to collect data. The target population was 250 sales managers and 550 salespersons, the sample comprised of 122 salespeople judgmentally sampled and 64 sales managers who were randomly sampled from manufacturing firms in Kenya. Data was analyzed using descriptive and inferential statistical tools. The findings
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