Features
- Cover Type: Hard Cover with 496 pages
- Published by: AMACOM August 7, 2006
- Written in: English
- ISBN 10 Number: 0814473245
- ISBN 13 Number: 978-0814473245
-
Book Dimensions:
10 x 7 x 1.8 inches
- Weighs: 2.5 pounds
John T. Early-- Vice President Sales and Marketing, Harley-Davidson Financial Services, Inc.
The authors use examples of real-world challenges of scores of companies to create a roadmap to effective sales force compensation.
Product Review
“[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 thirty 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.”
Reader ReviewsIf you do not hold a PHD do NOT buy this book. It is easy enough to read BUT is almost too complete. Well orginized and follows the mantra per chapter of tell em what your gonna tell em, tell em and tell em what you just told em - intro -body- review. I am using it for a reference on an upper level class at local University BUT cannot really use it for practical application @ work (establishing/revising sales compensation for our in house reps). Would love to see a Cliff Notes version or workbook by the same authors - they are very knowledgable and give you great practical case studies per topic just ends up being too much of a good thing :)
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