The Sales Compensation Handbook
The Sales Compensation Handbook

The Sales Compensation Handbook
Manufacturer:
AMACOM

UPC:
978081440411

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The Sales Compensation Handbook Specs:
Product NameThe Sales Compensation Handbook
ManufacturerAMACOM
Product Number MPN0814404111
Retail Price $75.00
EAN-1409780814404119
UPC978081440411
Specifications 
TitleThe Sales Compensation Handbook
ISBN0814404111
Author(s)Stockton B. Colt
Release Date01 July, 1998, 1998-07-01
FormatHardcover
Num of Pages322
Num. of Items1
EAN9780814404119
Deal first added on:19-January-2004

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Business / Economics / Finance Business & Economics Human Resources & Personnel Management Advertising & Promotion Sales management Sales & Selling - General Incentives in industry Compensation management Sales personnel etc Salaries
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Latest 2 Reviews
Here is what people are saying about the The Sales Compensation Handbook
5 Star Rating  "Avoid thousands in consulting fees!"1998-11-15
- Reviewed By Anonymous
This book was just what I needed, and much more. I expected a primer on sales compensation design. What I found was a challenge to review the underlying systems of the Sales Department _AND_ state of the art sales incentive compensation plans.

This book is a must-read for every sales manager who is looking to make sure that compensation is not the reason his or her sales force doesn't achieve its goals, or is churning. Putting these tactics to work takes real discipline; but the rewards are tremendous.

I highly recommend this book to anyone who is interested in the art and science of a finely tuned sales machine.

 
5 Star Rating  "Meeting the challenge of creating incentive plans for sales"1998-08-03
- Reviewed By Anonymous
As one who does a considerable amount of consulting work in designing sales compensation plans, I was delighted with this publication. Anyone who has had the challenge of creating an incentive compensation plan for salespeople, or of leading and motivating a sales force, will appreciate the scope and depth of this book. Using an abundance of diagrams and tables, the chapters and sections examine a very comprehensive range of topics that is highly helpful in shaping sales compensation. One important point that is clearly made is the enormous range of potential root causes of performance problems, other than the nature of the compensation plan. In this regard, compensation is viewed in the broader context of the sales management system; far too often, this big picture is missed, or glossed over. But most of the book focuses on designing sales incentive compensation plans and provides plenty of solid content and detail. I expect readers will find this work a very worthwhi! le contribution to a complex subject; one with which so many organizations seem to continuously wrestle and, more often than not, fail to fathom and, ultimately, succeed.
 
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