The Sales Compensation Handbook

The Sales Compensation Handbook

Edited By: Stockton B. Colt
Pub Date: August 1998
Print Edition: $49.95
Print ISBN: 9780814417133
Page Count: 336
Format: Paper or Softback
Edition: Second Edition
e-Book ISBN: 9780814415832

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All the information and tools needed to design and implement state-of-the-art sales force compensation programs.

"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."

About the Author

STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.

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