The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work
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The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work by Andris A Zoltners
Packed with hundreds of real-life examples of what works and what doesn't, this book helps you: understand the value of building an incentive plan that is aligned with your company's goals and culture; avoid the common trap of overusing incentives to solve too many sales management problems.
Andris Zoltners is a professor of marketing at the Kellogg School of Management at Northwestern University.
Prabhakant Sinha teaches courses on sales force effectiveness at Kellogg and the Management Centre Europe.
They are founders and co-chairmen of ZS Associates, a global business consulting firm and coauthors of The Complete Guide to Accelerating Sales Force Performance.
Sally Lorimer is a consultant specializing in sales and marketing and a former principal at ZS Associates
| SKU | Unavailable |
| ISBN 13 | 9780814473245 |
| ISBN 10 | 0814473245 |
| Title | The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work |
| Author | Andris A Zoltners |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | Amacom |
| Year published | 2006-08-01 |
| Number of pages | 496 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |