Kids Library Home

Welcome to the Kids' Library!

Search for books, movies, music, magazines, and more.

     
Available items only
Book Cover
Book
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.

Copies

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)

 
    
Available items only