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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


“[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


"""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
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #141,044 in Books (See Top 100 in Books)

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