Compensating the sales force
Subtitle: a practical guide to designing winning sales reward programs
By: by David J. Cichelli.
Edition: 2nd ed.
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York
Language: eng
ISBN-13: 9780071739023
Subjects: Sales personnel -- Salaries, etc; Incentives in industry; Bonus system; Compensation management
Notes: Includes bibliographical references and index.
Table of contents: title: Why sales compensation?; title: Sales compensation fundamentals; title: Who own sales compensation?; title: Why job content drives sales compensation design; title: Formula types; title: Formula construction; title: Difficult to compensate sales jobs; title: Compensating the complex sales organization; title: Global sales compensation; title: Administration; title: Implementation and communication; title: Program assessment; title: Sales compensation design.