Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans: A Practical Guide to Designing Winning Sales Compensation Plans [NOOK Book]

Overview

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:



  • Helps readers select the right compensation strategy for their firm

  • Provides step-by-step guidance to implementing various ...
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Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans: A Practical Guide to Designing Winning Sales Compensation Plans

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Overview

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:



  • Helps readers select the right compensation strategy for their firm

  • Provides step-by-step guidance to implementing various approaches

  • Simplifies the mathematical formulas that are a thorn in most manager's side

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Product Details

  • ISBN-13: 9780071435970
  • Publisher: McGraw-Hill Education
  • Publication date: 9/1/2003
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 288
  • File size: 4 MB

Meet the Author

David J. Cichelli has 20 years of experience designing sales compensation packages for companies large and small, including Verizon, Charles Schwab, FedEx, and Hewlett Packard.

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Table of Contents

Acknowledgments
Preface
1 Why Sales Compensation? 1
2 Sales Compensation Fundamentals 13
3 Who Own Sales Compensation? 35
4 Why Job Content Drives Sales Compensation Design 43
5 Formula Types 59
6 Formula Construction 105
7 Support Programs: Territories, Quotas, and Crediting 133
8 Administration 151
9 Implementation and Communication 161
10 Program Assessment 173
11 Sales Compensation Design 181
App. A Illustrative Sales Compensation Plan 189
App. B Sales Compensation Surveys 205
App. C Software Vendors - Sales Compensation Administration Software 207
Index 209
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