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

4.1 out of 5 stars 7 customer reviews
ISBN-13: 978-0814473245
ISBN-10: 0814473245
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Editorial Reviews

Review

“[The authors] wrote a definitive book on this topic... I highly recommend it.”

-BusinessWeek Online



“Andris Zoltners, Parbhakant Sinha, and Sally Lorimer wrote a definitve book on this topic, The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans that Work (Amacom, 2006). It’s about 500 pages long and costs $65. That may sound expensive until you realize that’s the cost of about 30 minutes of consulting, and less than the price of one ‘please don’t leave us to work for our competitor’ lunch, I highly recommend it.”

--Michelle Nichols, BusinessWeek.com columnist

Review

"""Rich with real examples and analysis, this is the best book I have seen on sales force compensation.""

-- Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University

“The 3-Cs framework in this excellent book takes a strategic approach to compensation that is practical and really motivates for the right results.” -- Neil Rackham, author of SPIN Selling

“This book does a wonderful job of highlighting how sales force incentives fit within the overall context of the sales effectiveness system.”

-- Jeff Foland, Vice President of Sales, United Airlines

“This brilliantly architected book is not just a ‘must read,’ it is a ‘must act upon’ if you want to improve your bottom line.”

-- Kash Rangan, Malcolm McNair Professor of Marketing, Harvard Business School

“The authors use examples of the real-world challenges of scores of companies to create a road map to effective sales force compensation.”

-- John T. Early, Vice President–Sales and Marketing, Harley-Davidson Financial Services Inc.

“Tapping into a wealth of academic and workplace experience, this guide answers all the compensation questions your organization is asking -- or should be asking.”

-- Mark A. Bate, President, MasterBrand Cabinets Inc./HomeCrest Cabinetry

“A comprehensive guide to effective compensation programs for all environments, whether the sales force is large or small or the products are complex or simple.”

-- Stephen Grimaldi, Vice President–Compensation & Benefits, GE Consumer Finance–Americas

""This book expertly balances qualitative and quantitative considerations for developing and implementing sales force incentive programs.""

-- Bill Kotcher, Market Manager, UGI/AmeriGas Propane

""This book provides clear instruction for the important problems of how to set goals, how to measure performance, and how to effectively manage change.""

-- Peggy Forssell, Director, Sales Operations, Summit, NJ"

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Product Details

  • Hardcover: 496 pages
  • Publisher: AMACOM (August 7, 2006)
  • Language: English
  • ISBN-10: 0814473245
  • ISBN-13: 978-0814473245
  • Product Dimensions: 10.1 x 7.4 x 1.7 inches
  • Shipping Weight: 2.6 pounds (View shipping rates and policies)
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #575,791 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Rolf Dobelli HALL OF FAMETOP 1000 REVIEWER on December 7, 2009
Format: Hardcover
Planning the ideal salesforce incentive compensation program is very challenging. Pay enough, and you'll energize your salespeople. Pay too much, and you'll throw money away while turning salespeople into loafers who can get by on fewer sales. Pay too little, and you'll push your best salespeople out the door. But how much is enough, too much or too little? How do you figure out the best mix of salary, commissions and bonuses to pay your salespeople? This comprehensive compensation guide is a good place to start answering these questions. Written by sales and marketing experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer, this is your essential map for developing and implementing the ideal compensation incentive plan for your salespeople. getAbstract recommends it to sales managers who want to do a better job of meeting their personnel needs and, therefore, their sales targets. (Read this before you negotiate compensation with anyone else.)
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By T. Prosser on December 20, 2007
Format: Hardcover
THis book is thorough and has all the tools and distinctions you need to design a great compensation plan for sales people. It totally changed how I see the situation and how to manage it. Pay is only a small part.
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Format: Hardcover Verified Purchase
An extremely good book for understanding the specifics of different approaches to sales compensation along with appropriate rationales.
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Format: Hardcover Verified Purchase
I do have a collection of books on sales compensation. The writers have ABOLUTELY no idea on "the happening world of sales". Just another bunch of academicians who think their book is worthwhile once you put in a lot of non useable charts. DO NOT BUY THIS BOOK, it does not worth a cent. Buy instead CICHELLI's Sales Compensation which is very practical and useable.
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