The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Editorial Reviews
Review
“A comprehensive guide to effective compensation programs for all environments[..]large or small or the products are complex or simple.” — Stephen Grimaldi–VP, Compensation & Benefits, GE Consumer Finance–Americas
“This book expertly balances qualitative and quantitative considerations for developing and implementing sales force incentive programs.” — Bill Kotcher-Market Manager, UGI/AmeriGas Propane
“this guide answers all the compensation questions your organization is asking-or should be asking.” — Mark A. Bate–President, MasterBrand Cabinets Inc./HomeCrest Cabinetry
The authors use examples of real-world challenges of scores of companies to create a roadmap to effective sales force compensation. — John T. Early– Vice President Sales and Marketing, Harley-Davidson Financial Services, Inc.
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 30 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.”
–Michelle Nichols, BusinessWeek.com columnist
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