The Complete Guide to Sales Force Incentive Compensation

How to Design and Implement Plans That Work

The Complete Guide to Sales Force Incentive Compensation

Authors: Andris A. Zoltners, Ph.D., Prabhakant Sinha, Ph.D., Sally E. Lorimer
Pub Date: August 2006
Print Edition: $49.95
Print ISBN: 9780814437735
Page Count: 496
Format: Paper or Softback
e-Book ISBN: 9780814429723

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Advance Praise

"""Rich with real examples and analysis, this is the best book I have seen on sales force compensation.""

-- Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University

“The 3-Cs framework in this excellent book takes a strategic approach to compensation that is practical and really motivates for the right results.” -- Neil Rackham, author of SPIN Selling

“This book does a wonderful job of highlighting how sales force incentives fit within the overall context of the sales effectiveness system.”

-- Jeff Foland, Vice President of Sales, United Airlines

“This brilliantly architected book is not just a ‘must read,’ it is a ‘must act upon’ if you want to improve your bottom line.”

-- Kash Rangan, Malcolm McNair Professor of Marketing, Harvard Business School

“The authors use examples of the real-world challenges of scores of companies to create a road map to effective sales force compensation.”

-- John T. Early, Vice President–Sales and Marketing, Harley-Davidson Financial Services Inc.

“Tapping into a wealth of academic and workplace experience, this guide answers all the compensation questions your organization is asking -- or should be asking.”

-- Mark A. Bate, President, MasterBrand Cabinets Inc./HomeCrest Cabinetry

“A comprehensive guide to effective compensation programs for all environments, whether the sales force is large or small or the products are complex or simple.”

-- Stephen Grimaldi, Vice President–Compensation & Benefits, GE Consumer Finance–Americas

""This book expertly balances qualitative and quantitative considerations for developing and implementing sales force incentive programs.""

-- Bill Kotcher, Market Manager, UGI/AmeriGas Propane

""This book provides clear instruction for the important problems of how to set goals, how to measure performance, and how to effectively manage change.""

-- Peggy Forssell, Director, Sales Operations, Summit, NJ"

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