Description
by
Stockton B. Colt (Author)
This book provides the information and tools needed to design and implement top-notch sales compensation programs.
In this authoritative reference, The Sales Compensation Handbook 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
Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.
Author Biography
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.
Number of Pages: 336Dimensions: 0.7 x 10 x 7 INPublication Date: August 19, 1998
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