Compensating the sales force / David J. Cichelli.
By: Cichelli, David J
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Material type: 
TextPublisher: 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 | 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 |
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| 658.32 B452 Managing compensation / | 658.32 C738 Compensation in organizations : current research and practice / | 658.32 W545 The employee stock ownership plan / | 658.322 C485 Compensating the sales force / | 658.3225 G699 The 24-carrot manager : a remarkable story of how a leader can unleash human potential / | 658.3225 L423 Rewarding excellence : pay strategies for the new economy / | 658.3225 T39 Gainsharing : creating and sharing success / |
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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