The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work - Paperback
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The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work
A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need.
Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult...
Andris A. Zoltners is a Professor of Marketing at the Kellogg School of Management at Northwestern University. He is a founder and co-chairman of ZS Associates, a global business consulting firm. For over 30 years, he has served the business community as a professor, consultant, speaker, and author on marketing and sales force performance.
Prabhakant Sinha is a founder and co-chairman of Z...
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