Table of Contents
Compensating the Sales Force
A Practical Guide to Designing Winning Sales Compensation Plans
By David J. Cichelli
McGraw Hill (August 2003)
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Chapter 1: Why Sales Compensation?
Chapter 2: Sales Compensation Fundamentals
Chapter 3: Who Owns Sales Compensation?
Chapter 4: Why Job Content Drives Sales Compensation Design
Chapter 5: Formula Types
Chapter 6: Formula Construction
Chapter 7: Support Programs: Territories, Quotas, and Crediting
Chapter 8: Administration
Chapter 9: Implementation and Communication
Chapter 10: Program Assessment
Chapter 11: Sales Compensation Design
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