by Stockton B. Colt · Amacom Books · tapa dura · ISBN 9780814404119
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«The Sales Compensation Handbook» is the sales compensation manual by Stockton B. Colt, published by Amacom Books in hardcover (322 pages, in English).
Written by experts at Towers Perrin, it explains how to design and implement compensation programs for sales teams: base salaries, bonuses, commissions, cash and non-cash incentives, and team selling. It also links compensation to corporate culture to improve commercial productivity.
Second edition, published in July 1998. The edition was edited by Stockton B. Colt.
Aimed at sales directors and compensation professionals who want to build more effective compensation plans.
