Compensating the Sales Force will show you how to:

• Correctly set target pay
• Select the right performance measures
• Establish accurate quotas
• Determine the right mix of base pay and incentive
• Construct the right formulas
• Effectively implement, administer and communicate

What others are saying about Compensating the Sales Force:

• "Best book in sales compensation."
  
• "Practically shows how to do it."
  
• "David's vast experience is found in this book."
  
• "Profit from its advice."
  
• "A 'must have' book for sales management, marketing, finance, HR/compensation and sales operations.."

Order now from Barnes & Noble bookstore

Publisher: McGraw Hill
Hardcover: 218 pages
Date of Publication: August 22, 2003
ISBN: 0071411887