JEROME A. COLLETTI
MARY S. FISS
For most companies, the essence of business success is the ability to attract and retain customers. Because the sales force is a vital link between a company and its customers, it holds the key to business growth and profitability. A properly directed, motivated, and rewarded sales force will make a significant contribution to the achievement of these business measures. The sales compensation plan is one of a company’s biggest investments in its sales organization and one of the most powerful tools available to help management achieve optimal sales force motivation and performance. This presumes, of ...