General Industry/Company Specific
| Title: | Sales Compensation Strategies: Time for Change |
| Publication: | LIMRA's Market Facts, 4/96 |
| Synopsis: | Financial services/insurance industry compensation models. |
| Title: | Global Gamble |
| Publication: | Sales and Marketing Management, 7/97 |
| Synopsis: | IBM's overhaul of its compensation plan to reward teamwork and support global operations. |
| Title: | Five Classic Sales Compensation Flaws |
| Publication: | Beverage World, 8/96 |
| Synopsis: | Beverage industry—five most common flaws found in pay plans. |
| Title: | Trust Sales Compensation: Designing the Perfect Plan |
| Publication: | Trusts and Estates, 10/96 |
| Synopsis: | Trust sales—designing a sales compensation plan that recognizes full economic value of each trust sale. |
| Title: | More Than a Paradigm |
| Publication: | American ... |
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