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The Complete Guide to Sales Force Incentive Compensation - 9780814473245

Un libro in lingua di Zoltners Andris A. Prabhakant Sinha Lorimer Sally E. edito da Amacom Books, 2006

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For sales, marketing, finance, and human resource professionals, Zoltners (marketing, Northwestern U.) et al. describe how to create incentive systems that effectively motivate salespeople. They emphasize the role of incentives, techniques and methods for assessment, plan design--including pay level, salary-incentive mix, and performance-payout relationships--and implementation. They provide examples of successful and unsuccessful plans, and discuss motivation through contests, SPIFFS (Special Performance Incentives for Field Force), and recognition programs, and issues such as transitioning to a new program and administration. There is no bibliography. Annotation ©2006 Book News, Inc., Portland, OR (booknews.com)

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