November 2017
Intermediate to advanced
352 pages
7h 57m
English
book
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
by David J. Cichelli
Content preview from Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
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Appendix A
Sales Compensation Design Principles
This appendix presents a sample statement of sales compensation design principles. Use corporate sales compensation design principles to guide and inform sales compensation design stakeholders on a worldwide basis. Edit these principles to conform to your company’s preferred practices. Publish for all design stakeholders. Update annually.
ABOUT XYZ’S SALES COMPENSATION DESIGN PRINCIPLES
We organize XYZ’s Sales Compensation Design Principles into the following four topics: goals, guiding principles, design component guidelines, and support element guidelines. Each topic has additional details. Sales compensation design stakeholders will use these guidelines to create sales compensation solutions ...
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