Effective Sales Incentive Compensation |
Contents
Why Bother? | 3 |
History and Current Trends | 9 |
What a Good Compensation Plan Can | 17 |
Copyright | |
14 other sections not shown
Common terms and phrases
15 percent 50 percent accounts achieve additional administration Advantages allocate amount attained awards basic basis bonus calculate calls commission compensation plan consider contribution costs customers cycle designer develop difficult direct dollar draw earnings effective effort established example executives expenses factors field figures four frequently give gross higher important incentive compensation incentive payments incentive plan income increase individual industry less manufacturer margin method motivate needs objectives offer OOOOO opportunity overhead paid percent percentage performance period possible potential present problem product line profit promotion prospect question quota reason receive relatively rep's respondents retail reward salary sales force sales incentive sales personnel sales reps sales volume salesperson scaled selling situations split Straight salary survey TABLE tend territory usually various varying week weight wholesalers