The Sales Compensation Handbook

by Stockton B. COLT

On Sale: August 19, 1998

Price: $49.95

Format: Paperback

Book Summary

The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs. This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople.

About the Book

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.

Product Details

  • ISBN: 9780814417133
  • ISBN 10: 0814417132
  • On Sale: August 19, 1998
  • Pages: 336
  • List Price: $49.95
  • Trim Size: 178.000mm x 260.000mm x 19.000mm
  • Category 1 : BUSINESS & ECONOMICS / Sales & Selling / Management
  • Category 2 : BUSINESS & ECONOMICS / Management
  • Category 3 : BUSINESS & ECONOMICS / Sales & Selling / General
  • Category 4 : BUSINESS & ECONOMICS / Personal Success