01679cmm a2200301 4500 214805250 TxAuBib 20120507120000.0 101007s2010||||||||||||||||||||||||eng|u 9780071742344 electronic bk. : Adobe Digital Editions 0071742344 electronic bk. : Adobe Digital Editions (OCoLC)669070014 TEFOD eng TEFOD N$T E7B YDXCP OCLCQ WAU OCLCQ TxAuBib Cichelli, David J. Compensating the sales force [electronic resource] : a practical guide to designing winning sales reward programs / David J. Cichelli. 2nd ed. New York : McGraw-Hill, 2010. 1 online resource (xx, 275 p.) : ill. Includes bibliographical references and index. Why sales compensation? -- Sales compensation fundamentals -- Who own sales compensation? -- Why job content drives sales compensation design -- Formula types -- Formula construction -- Support programs : territories, quotas, and crediting -- Difficult to compensate sales jobs -- Compensating the complex sales organization -- Global sales compensation -- Administration -- Implementation and communication -- Program assessment -- Sales compensation design. Sales personnel Salaries, etc. Incentives in industry. Bonus system. Compensation management. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Distribution. Electronic books. https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=333258 EBSCOhost