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4.3
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ISBN 10: 0071411887
ISBN 13: 978-0071411882
Author: David J. Cichelli
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:
Copyright
Contents
Acknowledgments
Preface
1 Why Sales Compensation?
2 Sales Compensation Fundamentals
3 Who Owns Sales Compensation?
4 Why Job Content Drives Sales Compensation Design
5 Formula Types
6 Formula Construction
7 Support Programs: Territories, Quotas, and Crediting
8 Administration
9 Implementation and Communication
10 Program Assessment
11 Sales Compensation Design
Closing Notes
Appendix A Illustrative Sales Compensation Plan
Appendix B Sales Compensation Surveys
Appendix C Software Vendors—Sales Compensation Administration Software
Index
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Tags: David J Cichelli, Compensating, Sales Force, Practical Guide, Designing, Winning, Sales Compensation Plans
