Autor: Stockton Colt (redaktor)
ISBN: 0814404111
Wydawca: AMER MANAGEMENT ASSN INC, 1998, 336 str.
Updated and expanded, THE SALES COMPENSATION HANDBOOK contains information and tools necessary to design and implement top-notch sales compensation programs. Experts at the consulting firm of Towers Perrin provide guidance on all aspects of compensating salespeople, including designing base salary, bonus, and commission scales; team selling roles and implications; linking compensation to company culture; cash and non-cash incentives; and more.
