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Author Cichelli, David J.,
Title Compensating the sales force : a practical guide to designing winning sales reward programs / David J. Cichelli.
Imprint New York : McGraw-Hill, [2018]
Edition Third edition.

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Author Cichelli, David J.,
Subject Sales personnel -- Salaries, etc.
Incentives in industry.
Bonuses (Employee fringe benefits)
Compensation management.
Description 1 online resource (1 volume) : illustrations
Edition Third edition.
Bibliography Note Includes bibliographical references and index.
Note Description based on print version record.
Contents Cover -- Title Page -- Copyright Page -- Dedication -- Contents -- Acknowledgments -- Preface -- Introduction -- 1. Why Sales Compensation? -- The Role of the Sales Force -- Why Sales Compensation Works -- The Power of Sales Compensation -- Job Content-The Source of Sales Compensation Design -- Sales Jobs and Sales Process -- Sales Compensation-Paying for the Point of Persuasion -- Sales Force Obsolescence and Sales Compensation -- The Impact of Customer Relationship Management -- What Can Go Wrong? -- Summary -- 2. Sales Compensation Fundamentals -- Variable Compensation Models
Income Producers versus Sales Representatives -- About Sales Compensation Concepts -- Sales Compensation Design Elements for Sales Representatives -- Eligibility -- Target Total Cash Compensation -- Pay Mix and Leverage -- Performance Measures and Weights -- Quota Distribution -- Performance Range -- Performance and Payment Periods -- Summary -- 3. Who Owns Sales Compensation? -- Sales Compensation Program Ownership -- Program Accountabilities -- Assignment of Program Accountabilities-Large Sales Organizations -- Using Committees -- Sales Compensation-The Process Manager -- Summary
4. Why Job Content Drives Sales Compensation Design -- Job Content Drives Sales Compensation Design -- Sales Job Components -- Sales Job Type Inventory -- Job Levels -- Job Design Errors -- Sales Compensation Practices by Job Types -- Summary -- 5. Formula Types -- Types of Plans -- Illustrating Formula Payouts with Sales Compensation Formula Graphs -- Unit Rate Plans -- Target Pay Incentive Plans: Commission versus Bonus -- Target Incentive Plans: Commission Formula -- About Link Designs -- Bonus Formula: Providing Equal Earning Opportunities When Territories Are Dissimilar in Size
Target Bonus Plans -- Bonus-Calculation Basis -- Special Designs -- Add-On Plans -- Base Salaries -- Summary -- 6. Formula Construction -- Fundamentals of Sales Compensation Formulas -- The Economics of Income Producers -- Advanced Thinking about Income Producer Commission Rates -- Constructing Sales Representative Formula -- Formula Construction Worksheets -- Summary -- 7. Plan Cost Modeling -- Modeling Objectives -- Successful Plan Modeling Steps -- Summary -- 8. Support Programs: Territories, Quotas, and Crediting -- Territory Configuration -- Quota Management -- Sales Crediting -- Summary
9. Employment Status and Pay Implications -- New Hires -- Lateral Transfers -- Promotions -- Involuntary Terminations -- Resignations -- Leave of Absence -- Vacation Treatment -- Temporarily Assigned Accounts -- Summary -- 10. Difficult-to-Compensate Sales Jobs -- Channel Sales Representative -- Long Sales Cycle Mega-Order Seller -- Business Development Specification Seller -- Strategic Account Manager -- Pursuit Team -- New Account Seller -- Account Manager -- Overlay Specialist -- New Hire -- Branch Manager -- House Account Manager -- Sell and Deliver Service Provider -- Merchandiser -- Summary
ISBN 9781260026825
OCLC # 1017738670
Additional Format Print version: Cichelli, David J. Compensating the sales force. Third edition. New York : McGraw-Hill, [2018] 9781260026818 (DLC) 2017025064 (OCoLC)995842934

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