Rewarding sales persons is of extreme importance for their motivation. Greater motivation of sales representatives leads to their better successes and achievements, which ultimately leads to the importance of rewarding sales representatives for the company. For companies whose main activity is trade and which performs this activity through personal sales through intermediation of sales representatives, the key tool for achieving the desired goals is the reward system. Through the thesis the goal is to explore the systems of rewarding the sales representatives with an emphasis on small enterprises because of their great role and importance for the economy of the Republic of Croatia. Within the theoretical part of the thesis, in order to define key terms, the term small enterprises in the Republic of Croatia is explained through the criteria for classification of enterprises, their importance considering that in total number of active enterprises in the Republic of Croatia micro and small enterprises occupy over 98%. The specific form of sales is explained and defined - personal sales and the roles and tasks of sales representatives as well as their role in the company they represent. The key objective of this thesis is to explore the systems of rewarding sales representatives in small enterprises. The ways of designing the reward system, the specifics of designing the reward system for sales representatives, the types of tangible and intangible forms of rewards are presented. In detail is considered and defined the sales norm as a specific goal that is set for the sales representatives, ways of designing and setting such norms. The methods of evaluating the work performance of sales representatives, control and measurement performed by companies for the purpose of final performance evaluation and calculation of awards are presented. The research part of the thesis deals with the considerations of reward system for sales representatives in small companies from two points of view. First, the views and opinions of managers in the company are presented, which represent the position of the company. The results obtained by conducting primary research conducted with the purpose of studying the design and functioning of the system of rewarding sales representatives in small enterprises are presented. The other side of the research part of the thesis refers to the information collected by sales representatives in small enterprises, which is analyzed in order to examine their attitudes towards the rewarding systems applied in practice and their satisfaction with these systems.