Autor: Andris A. Zoltners, Prabhakant K.Sinha, Sally E. Lorimer
ISBN: 0814473245
Wydawca: Mcgraw Hill, 2006, 498 str.
The Complete Guide to Sales Force Incentive Compensation explores the concepts, tools, and processes necessary to create incentive plans that motivate the sales force and drive results. The book provides step-by-step methods to help readers design, implement, and administer a new plan encompassing pay level, salary-incentive mix, performance measures, and performance-payout relationship.
