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The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work


The book is designed to help sales, marketing, finance and human resource managers and executives obtain the concepts, tools and processes necessary to create incentive compensation plans that will empower the sales force and profoundly impact the organization. Bringing together a depth of experience, theory, insight and detail, this comprehensive sourcebook describes the major compensation issues and explains in detail innovative approaches for designing and implementing effective sales force incentive plans. The book is filled with real-world examples and case studies that can help you create incentive plans to motivate salespeople in a variety of sales roles including field sales, telesales, service reps, and key account managers. The book is the third in a series of practical sales management guidebooks written by these leading authorities in the field of sales force management.




Andris Zoltners, Prabhakant Sinha, Sally Lorimer

Date Published



Zoltners, Andris, Prabhakant Sinha, and Sally Lorimer. 2006. The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work. New York, NY USA: AMACOM.


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