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Compensating the sales force / David J. Cichelli.

By: Cichelli, David J.
Material type: TextTextPublisher: New York : McGraw Hill, c2004Bibliography: Includes bibliographical references (p. 207) and index.Description: xv, 218 p. : ill. ; 24 cm.ISBN: 0071411887; 9780071411882.Subject(s): Sales personnel -- Salaries, etc | Incentives in industry | Bonus system | Compensation managementDDC classification: 658.8/0068/3 Online resources: Table of contents
Contents:
Why Sales Compensation? -- Sales Compensation Fundamentals -- Who Own Sales Compensation? -- Why Job Content Drives Sales Compensation Design -- Formula Types -- Formula Construction -- Support Programs: Territories, Quotas, and Crediting
Review: "In clear, concise language, this guide explains the basic concepts of sales compensation design, which apply to every industry; reveals why job content, not industry, is the source of compensation design; and provides a hierarchy of sales compensation formula types. You'll learn how to construct and calculate formulas for pay-out purposes, and establish support programs such as quota allocation, sales crediting, and account assignment.".
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Item type Current library Collection Call number Status Date due Barcode
Two Weeks Davenport Library Circulating Collection Print-Circulating 658.322 C485 (Browse shelf(Opens below)) Available 34284003432945

Includes bibliographical references (p. 207) and index.

1. Why Sales Compensation? -- 2. Sales Compensation Fundamentals -- 3. Who Own Sales Compensation? -- 4. Why Job Content Drives Sales Compensation Design -- 5. Formula Types -- 6. Formula Construction -- 7. Support Programs: Territories, Quotas, and Crediting

"In clear, concise language, this guide explains the basic concepts of sales compensation design, which apply to every industry; reveals why job content, not industry, is the source of compensation design; and provides a hierarchy of sales compensation formula types. You'll learn how to construct and calculate formulas for pay-out purposes, and establish support programs such as quota allocation, sales crediting, and account assignment.".

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