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History and Current Trends
What a Good Compensation Plan Can and Cannot Do
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15 percent 50 percent achieve administration allocate awards BARRY PORTER base salary basis bonus bonuses ceiling commission plan commission rate company's competitors contribution customers and prospects cycle Direct costs distributors dollar volume drawing account expenses factors figures frequently gross margin gross profit incentive compensation plan incentive earnings incentive payments industry motivate the sales nonselling number of calls O O O O O O O O O O O O O O O OOOOO OOOOO OOOOO overdraft overhead percent of quota percent of salary percentage of sales performance potential problem product BB product line product mix profitable products quota attained rep's retail reward Salary plus incentive salary-plus-incentive plans sales calls sales compensation plan sales costs sales executives sales force sales incentive compensation sales incentive plan sales manager sales volume salesperson selling straight commission Straight salary survey Table territory total earnings total income type of plan usually week wholesalers