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Compensating the sales force : a practical guide to designing winning sales reward programs

Author: David J Cichelli
Publisher: New York : McGraw-Hill, ©2010.
Edition/Format:   eBook : Document : English : 2nd edView all editions and formats
Summary:

Sales compensation works. Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. This book provides the tools you need to  Read more...

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Genre/Form: Electronic books
Additional Physical Format: Print version:
Cichelli, David J.
Compensating the sales force.
New York : McGraw-Hill, ©2010
(DLC) 2010001196
(OCoLC)466354083
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: David J Cichelli
ISBN: 9780071742344 0071742344 9780071742344 0071742344
OCLC Number: 669070014
Description: 1 online resource (xx, 275 pages) : illustrations
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 --
Difficult to compensate sales jobs --
Compensating the complex sales organization --
Global sales compensation --
Administration --
Implementation and communication --
Program assessment --
Sales compensation design.
Responsibility: David J. Cichelli.

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