The Sales Compensation Handbook / Edition 2

The Sales Compensation Handbook / Edition 2

by Stockton B. Colt
     
 

ISBN-10: 0814417132

ISBN-13: 9780814417133

Pub. Date: 08/19/1998

Publisher: AMACOM Books

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,…  See more details below

Overview

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.

Product Details

ISBN-13:
9780814417133
Publisher:
AMACOM Books
Publication date:
08/19/1998
Edition description:
Second Edition
Pages:
336
Sales rank:
997,538
Product dimensions:
7.00(w) x 10.00(h) x 0.70(d)
Age Range:
17 Years

Table of Contents

Preface
Acknowledgments
1Sales Compensation - One Component of an Effective Sales Management System1
2Cultural Influences on Sales Compensation Strategy13
3Assessing Sales Effectiveness23
4Checking for Problems40
5What to Do Now?52
6Organizing for Effectiveness65
7The Linkage Between Sales Roles and Compensation79
8Selecting Performance Measures94
9Making Pay Comparisons112
10Establishing Guiding Principles136
11Selecting From the Menu of Plan Design Alternatives140
12Packaging Compensation Risk152
13Using Mechanics to Fine-Tune a Plan Design156
14Analyzing the Cost of the Plan169
15Plan Documentation184
16Implementing the Sales Compensation Program200
17Setting Reasonable Goals228
18Designing Plans for Specialized Selling Roles244
19Measuring and Rewarding Team Selling257
20Compensating the Sales Manager271
21Total Rewards Package281
22Managing the Other Drivers of Sales Performance296
Glossary309
Index312
About the Editor321
Contributors322

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