Compensating the Sales Force Ebook

A Practical Guide to Designing Winning Sales Reward Programs, Second Edition

Publication: McGraw-Hill Education
 
Is my Device Supported?

You're about to purchase a Downloadable Ebook

Hi, sorry for the interruption!
We're repeating some important information here to ensure that you're making an informed purchase. Please review it.

  • Don't get caught unaware. Preview ebook and open the sample ebook on each of your intended devices before continuing.
  • You will need a Free 3rd-party application that can read the intermediate .acsm file you will receive as download. PDF/Epub format is downloaded automatically by the application thereafter. Please install the necessary software first on your intended device of use.
  • - Printing is not permitted.
    - You cannot copy text from file.
  • Refund Policy
    Refunds are not allowed after the ebook is opened so please open the ebook directly on your intended device. Refund requests should be recieved within 7 days after download is made available. Of course, if you get an incorrect ebook ( different from what is mentioned in the title) or if the ebook doesn't open on the initial device, then we'll assist with fixing the issue or get you a refund if a timely fix isn't available.
  • Customer Service
    We currently only provide ticket (online form submission) or email support. Rest assured that you're in good hands; customers like our professional service!
I have previewed the ebook and read the requirements and terms.
Cancel

Language: English
Publication Date: July 2010
Pages: 272
File Size: 2519 Kbytes
Illustrations included

Restrictions set by Publisher:
- Text-to-speech feature not available.
- Printing is not permitted.
- You cannot copy text from file.
- Free application Adobe Digital Editions, Aldiko reader, or Bluefire reader required .
$33.80 $42.00
( 19.52% savings )
Great Prices, Always!
Change Region
 

You're about to purchase a Downloadable Ebook

Hi, sorry for the interruption!
We're repeating some important information here to ensure that you're making an informed purchase. Please review it.

  • Don't get caught unaware. Preview ebook and open the sample ebook on each of your intended devices before continuing.
  • You will need a Free 3rd-party application that can read the intermediate .acsm file you will receive as download. PDF/Epub format is downloaded automatically by the application thereafter. Please install the necessary software first on your intended device of use.
  • - Printing is not permitted.
    - You cannot copy text from file.
  • Refund Policy
    Refunds are not allowed after the ebook is opened so please open the ebook directly on your intended device. Refund requests should be recieved within 7 days after download is made available. Of course, if you get an incorrect ebook ( different from what is mentioned in the title) or if the ebook doesn't open on the initial device, then we'll assist with fixing the issue or get you a refund if a timely fix isn't available.
  • Customer Service
    We currently only provide ticket (online form submission) or email support. Rest assured that you're in good hands; customers like our professional service!
I have previewed the ebook and read the requirements and terms.
Cancel

Language: English
Publication Date: July 2010
File Size: 7307 Kbytes
Illustrations included

Restrictions set by Publisher:
- Text-to-speech feature not available.
- Printing is not permitted.
- You cannot copy text from file.
- Free application Adobe Digital Editions, Aldiko reader, or Bluefire reader required .
$36.15 $42.00
( 13.93% savings )

Great Prices, Always!
Change Region
 
ISBN: 9780071742344   Should I buy this Ebook?   Write a Review

Description

The classic guide to raising your bottom line with the perfect compensation strategy-fully revised and updated!

Sales compensation WORKS!

Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profit and loss.

More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach.

In Compensating the Sales Force , second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of:

  • Income producer plans
  • Sales rep commission plans
  • Bonus plans
  • Incentive plans
  • Base Salary management plans

The book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs.

Using the lessons in Compensating the Sales Force , you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment.

Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits-and keeps them climbing.

With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS!

Praise for the first edition of Compensating the Sales Force:

“If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.”
Noel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University

“This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.”
Rick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems

“Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.”
Mark Englizian, former Director of Global Compensation, Microsoft Corporation

Recommendations:

Compensating the Sales Force ebook cover
Save 19.4%
The Sales Growth Imperative ebook cover
Save 13.61%
Everything I Know About Sales Success ebook cover
Save 19.12%
Marketing Express: Marketing 04.01 ebook cover
Save 23.33%
Complexity and Paradox: Strategy 03.06 ebook cover
Save 23.33%
Channel Management: Marketing 04.07 ebook cover
Save 23.33%
Sales Promotion: Marketing 04.06 ebook cover
Save 23.33%
Empowerment: Leading 08.10 ebook cover
Save 23.33%

Should you buy this Ebook?

We've put together a collection of resources to help you make a decision regarding whether you should buy this Ebook from us.

  1. Is your device one of these? Ebook reading software will work on the following devices: Windows, Mac, Android 2.2+ Devices, IPad (iOS 3+), IPhone (iOS 3+), Kindle Fire. Several other devices are also supported by the software.
  2. Compare prices. Our price is $33.80. If you would like to research our competitors to see their prices. Here're some places to look:
  3. Why should you buy Ebooks from onlinebookplace.com?

    We've had 1000s of downloads so far and with over 300000+ Ebooks to choose from, onlinebookplace.com is becoming a favorite Ebook Store for many. Allow us to win you over with our competitive pricing, upfront policies and diligent customer service.

    We're Upfront:

    • Every Ebook page on onlinebookplace.com has information on restrictions that publishers have placed on the Ebook along with a clear indication of software required to read the Ebooks.
    • If ratings for an Ebook are available from one of several sources online, then we've attempted to get those to help you make a better purchasing decision about the Ebook. Reviews from Goodreads (a popular reviews site) are provided on the same if they're available.
    • In most cases, we've also attempted to get you links to the Ebook on our competitor's site so that you can compare prices with relative ease.
    • We use McAfee to scan for any vulnerabilities in the system to ensure that any information that you give us does not fall into the wrong hands.
    • We use Paypal, a trusted 3rd party payment provider to accept Payments -- your payment information doen't reside with us. Any information that does end up with us is safe.

After installing the appropriate app for your device, try a Sample Download (Sherlock Holmes from Project Gutenberg) before purchase. The sample is only for checking device compatibility.

Check below for device compatibility and any free 3rd-party software requirements. Choice of what ebook reading app to use is yours, we only present a few common apps that several customers of ours have preferred. You should be able to transfer your purchase to more than one (upto 6) compatible devices as long as your ebook-reading apps have been registered with the same Adobe ID before opening the file.

Computers/laptops/Mac

Windows/Mac PC or Laptop

Free app Adobe Digital Editions required. Note that this software is not the same as Adobe Reader.

Android

Android 2.1+

Free app Aldiko Reader or Bluefire Reader required.

Kindle Fire (and any Android based Kindle models)

Free Kindle Android app Bluefire Reader required.

IPhone/IPad

IPad or IPhone

Free app Bluefire Reader required. Kindly review their tutorial for the requirement (note that while they're talking about library ebooks, same applies to your purchased .acsm file) -- feel free to use the sample download for testing. Tutorial .

Other E-Reader

Several Other devices supported

Devices like Nook are supported via the free application Adobe Digital Editions . This software is not the same as Adobe Reader. Please check compatibility of your device before purchase.

Hot deal!
Compensating the Sales Force