The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work
by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
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Book Summary Information
Author: Andris A. Zoltners, Prabhakant Sinha, Sally E. LorimerEdition: Hardcover
Audio: English (Original Language); English (Unknown); English (Published)
Published: 2006-08-07
ISBN: 0814473245
Number of pages: 496
Publisher: AMACOM
Book Reviews of The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work
Book Review: The Complete Guide to Sales Force Incentive Compensation
Summary: 5 Stars
An extremely good book for understanding the specifics of different approaches to sales compensation along with appropriate rationales.
Summary of The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work
The Complete Guide to Sales Force Incentive Compensation explores the concepts, tools, and processes necessary to create incentive plans that motivate the sales force and drive results. The book provides step-by-step methods to help readers design, implement, and administer a new plan encompassing pay level, salary-incentive mix, performance measures, and performance-payout relationship.Readers will find eye-opening, real-world examples, detailed case studies, and scorecards, as well as valuable insight on how they can assess their current plan and evaluate and compare proposed alternatives. This invaluable book helps readers energize their entire sales team--both in the field and in-house--and increase their bottom line.
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