The Sales Compensation Handbook - ISBN 0814404111


ISBN 0814404111 : The Sales Compensation Handbook
ISBN: 0814404111

The Sales Compensation Handbook - (0814404111)


Pub date: July 01, 1998
Publisher: American Management Association
ISBN: 0814404111
Binding: Hardcover
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Book Description:
THE SALES COMPENSATION HANDBOOK Second Edition

Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.

This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives * base salary, bonus, and commission scales * team-selling roles and implications * linking compensation to company culture, and much more.

Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.

STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.




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