The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work

by Andris A. Zoltners, Sally E. Lorimer, Prabhakant Sinha, et al.

Book Overview

A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need.Incentive programs are seductively... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0814473245
• ISBN13: 9780814473245
• Release Date: January 2006
• Publisher: AMACOM/American Management Association
• Length: 498 Pages
• Weight: 2.58 lbs.
• Dimensions: 1.7" x 7.4" x 10.1"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

Not Practical, Regret Buying this at garage sale

Full of platitudes with Nothing actually useable. You would be better off with David Cichelli’s “Compensating The Sales Force” with 2x, 3x plans, preferably using the “uncapped” version. And the Alexander group’s “Compensating New Sales Roles”..For these two actually work, are not rambling PhD dribble of this book. In my 30+ years of Major Account Sales this book is bloated filler & fails to deliver practical applicable guidance. In looking for unsung gems in sales compensation this one quickly landed in the paper recycle basket to become something useful such as a cardboard box or grocery bag. Semper fidelis, DC