How to Develop Compensation Plans for Large Sales: Two Case Examples

You can improve your company's practices by benefiting from the experience of other successful companies. With that thought in mind, we draw upon the experiences of two companies—Honeywell IAC and RSNA (a fictitious company)—to provide you with examples of how the concepts, principles, and tools described in this book were used to develop compensation plans for large deal sales.

Honeywell International,Inc., Case Study

Honeywell International, Inc., is a diversified manufacturing company that was formed following the 1999 merger of AlliedSignal, Inc., and Honeywell, Inc. Honeywell Industrial Automation and Control (IAC) is a $1.5 billion business unit within Honeywell's Industrial ...

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