Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans

Cichelli , David J.

ISBN 10: 0071411887 / ISBN 13: 9780071411882

Published by McGraw-Hill Professional, 2003

About this Item

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Bibliographic Details

• Title: Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans
• Publisher: McGraw-Hill Professional
• Publication Date: 2003
• Language: English
• ISBN 10: 0071411887
• ISBN 13: 9780071411882
• Binding: Hardcover
• Condition: Used; Very Good

About this title

Synopsis

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

About the Author

David J. Cichelli has 20 years of experience designing sales compensation packages for companies large and small, including Verizon, Charles Schwab, FedEx, and Hewlett Packard.