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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Closing Notes
Sales compensation provides sales management with a powerful tool to help focus sales personnel efforts. However, as we have learned, building an effective sales compensation plan is not a casual task. Following the approach and concepts presented in this book, you will find that you can accomplish the task. Here are some notes to keep in mind as you undertake your sales compensation design efforts.
• Sales compensation works. While not appropriate for all selling jobs, sales compensation provides the means to reward superior sales results. Sales personnel respond to the opportunity to perform well.
• Sales compensation is one of many types of incentive compensation plans. Sales compensation plans feature a substantial upside ...
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