Compensating the sales force : a practical guide to designing winning sales reward programs
David J. Cichelli
| Year of publication: |
c2010 ; 2nd ed.
|
|---|---|
| Authors: | Cichelli, David J. |
| Publisher: |
New York [u.a.] : McGraw-Hill |
| Subject: | Verkaufspersonal | Salespeople | Vergütungssystem | Compensation system |
| Description of contents: | Table of Contents [gbv.de] |
| Extent: | XX, 275 S. graph. Darst. 24 cm |
|---|---|
| Type of publication: | Book / Working Paper |
| Type of publication (narrower categories): | Ratgeber ; Guidebook |
| Language: | English |
| Notes: | Formerly CIP Uk. - Includes bibliographical references and index. - 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 -- Difficult to compensate sales jobs -- Compensating the complex sales organization -- Global sales compensation -- Administration -- Implementation and communication -- Program assessment -- Sales compensation design Why sales compensation? -- Sales compensation fundamentals -- Who own sales compensation? -- Why job content drives sales compensation design -- Formula types -- Formula construction -- Difficult to compensate sales jobs -- Compensating the complex sales organization -- Global sales compensation -- Administration -- Implementation and communication -- Program assessment -- Sales compensation design. |
| ISBN: | 0-07-173902-5 ; 978-0-07-173902-3 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10003923423