Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans by David J. Cichelli
McGraw-Hill; 1 edition | August 18, 2003 | English | ISBN: 0071411887 | 234 pages | PDF | 3 MB
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:
Helps readers select the right compensation strategy for their firm
Provides step-by-step guidance to implementing various approaches
Simplifies the mathematical formulas that are a thorn in most manager's side
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