The Sales Compensation Handbook

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.

Author: Stockton B. Colt
Publisher: Amacom
Published: 08/19/1998
Pages: 336
Binding Type: Paperback
Weight: 1.29lbs
Size: 10.00h x 7.00w x 0.70d
ISBN: 9780814417133

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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