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Book Cover
Author Cichelli, David J.

Title Compensating the sales force : a practical guide to designing winning sales reward programs / David J. Cichelli.

Imprint New York : McGraw-Hill, c2010.


Location Call No. Status
 PAS Central Library Non-Fiction, 3rd Floor    658.80068 CIC 2010    Available
Edition 2nd ed.
Description xx, 275 p. : ill. ; 24 cm.
Bibliography Includes bibliographical references and index.
Contents Why sales compensation? -- Sales compensation fundamentals -- Who own sales compensation? -- Why job content drives sales compensation design -- Formula types -- Formula construction -- Support programs : territories, quotas, and crediting -- Difficult to compensate sales jobs -- Compensating the complex sales organization -- Global sales compensation -- Administration -- Implementation and communication -- Program assessment -- Sales compensation design.
Subject Incentives in industry.
Bonuses (Employee fringe benefits.
Compensation management.
Sales personnel -- Salaries, etc.
ISBN 0071739025 (alk. paper)
9780071739023 (alk. paper)

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