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Compensating The Sales Force: A Practical Guide To Designing Winning Sales Reward Programs, Second Edition,New
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The Classic Guide To Raising Your Bottom Line With The Perfect Compensation Strategyfully 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? Its 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, Jargonfree 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 Stepbystep Procedures For Implementing Each Approach.In Compensating The Sales Force, Second Edition, Cichelli Has Substantially Expanded The Books Popular Formula Section, And He Provides Brandnew Examples Of: Income Producer Plans Sales Rep Commission Plans Bonus Plans Incentive Plans Base Salary Management Plansthe Book Also Includes Allnew Chapters For Global, Complex Sales Organizations And Hardtocompensate Sales Jobs.Using The Lessons In Compensating The Sales Force, Youll 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 Realworld 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 Profitsand Keeps Them Climbing.With Brandnew 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 Universitythis 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 Systemsdave Cichelli Is The Premiere Sales Compensation Educator Today. You Will Immediately Find This Work Informative, Helpful, [And] Thoughtprovoking.Mark Englizian, Former Director Of Global Compensation, Microsoft Corporation
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: How many pages are in Compensating the Sales Force? A: There are three hundred four pages in Compensating the Sales Force. This means it provides an extensive overview of sales compensation strategies.
- Q: What is the binding type of this book? A: The binding type is hardcover. This ensures durability for frequent use and long-lasting value.
- Q: What are the dimensions of the book? A: The book measures six point three inches in length, one inch in width, and nine point three inches in height. This size makes it suitable for easy handling and reading.
- Q: Who is the author of Compensating the Sales Force? A: The author is David J. Cichelli. He is recognized as a leading expert in sales compensation.
- Q: What edition is this book? A: This is the second edition of Compensating the Sales Force. It includes updated information and expanded content compared to the first edition.
- Q: How can I apply the strategies from this book? A: You can apply the strategies by following the step-by-step procedures outlined in the text. It provides clear guidelines for creating effective sales compensation plans.
- Q: Is Compensating the Sales Force suitable for beginners? A: Yes, the book is suitable for beginners. It is written in a jargon-free style, making complex concepts accessible to those new to sales compensation.
- Q: What industries can benefit from this book? A: This book is applicable across any industry. It offers guidelines for businesses of all sizes, enhancing sales compensation strategies.
- Q: Can this book help with global sales teams? A: Yes, the book includes new chapters specifically addressing global sales teams. It provides insights into managing complex sales organizations.
- Q: How do I keep this book in good condition? A: To keep the book in good condition, store it upright in a cool, dry place, away from direct sunlight. Avoid bending or damaging the cover.
- Q: What do I do if my book arrives damaged? A: If your book arrives damaged, contact the seller for a return or exchange. Most sellers have policies in place for damaged items.
- Q: Is there a warranty for this book? A: No, there typically is no warranty for books. However, most sellers offer return options for unsatisfactory conditions.
- Q: Can I return this book if I don't find it helpful? A: Yes, you can return the book if it doesn't meet your expectations. Check the seller's return policy for specific guidelines.
- Q: Does this book offer real-world examples? A: Yes, Compensating the Sales Force includes dozens of real-world examples. These illustrate key points and demonstrate effective compensation techniques.
- Q: What type of audience is this book intended for? A: The book is intended for sales leaders, business owners, and compensation managers. It provides valuable insights for anyone involved in sales compensation.