Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:Helps readers select the right compensation strategy for their firmProvides step-by-step guidance to implementing various approachesSimplifies the mathematical formulas that are a thorn in most manager's side