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Compensating the sales force /

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MARC

008

030416s2004 nyua 001 0 eng

001

337487

005		20070910162845.0
010		\|a 2003008752
020		\|a0071411887 (hbk.) :\|cNT1106.00
035		\|awj 00006015
040		\|aDLC\|cDLC\|dDLC
042		\|apcc
050	00	\|aHF5439.7\|b.C53 2004
082	00	\|a658.8/0068/3\|221
092		\|a658.800683/C568//////E0006015
809		\|pBOOK\|d658.800683\|eC568
100	1	\|aCichelli, David J.
245	10	\|aCompensating the sales force /\|cDavid J. Cichelli.
260		\|aNew York :\|bMcGraw Hill,\|cc2004.
300		\|axv, 218 p. :\|bill. ;\|c24 cm.
500		\|aIncludes index.
650	0	\|aSales personnel\|xSalaries, etc.
650	0	\|aIncentives in industry.
650	0	\|aBonus system.
650	0	\|aCompensation management.
856	42	\|3Contributor biographical information\|uhttp://www.loc.gov/catdir/bios/mh042/2003008752.html
856	41	\|3Table of contents\|uhttp://www.loc.gov/catdir/toc/ecip042/2003008752.html
856	42	\|3Publisher description\|uhttp://www.loc.gov/catdir/description/mh031/2003008752.html
095		\|bLB\|cE0006015\|d658.800683\|eC568\|pBOOK\|zCIR\|m1106\|tDDC

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Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli: Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas that are a thorn in most manager's side

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