Sales Compensation Design
| Title: | Is It Time to Revise Your Sales Compensation Plan? |
| Publication: | Supervision, 8/96 |
| Synopsis: | Basic-level article about changing a compensation program. Includes a checklist to determine if a compensation plan needs change. |
| Title: | Developing Incentive Compensation Strategies in a Global Sales Environment |
| Publication: | ACA Journal: Perspectives in Compensation and Benefits, Autumn 1996 |
| Synopsis: | Details techniques and reviews several case studies related to developing sales compensation plans for global companies. The challenges of developing a consistent plan across diverse business climates are discussed. |
| Title: | Developing a Competitive Pay Plan |
| Publication: | Sales and Marketing Management, 4/97 |
| Synopsis: | Benchmarking your plan against ... |
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