The Complete Guide to Sales Force Incentive Compensation

by Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.

• ISBN13: 9780814473245
• ISBN10: 0814473245
• Format: Hardcover
• Copyright: 2006-08-07
• Publisher: Amacom Books

Summary

With real-world examples, case studies, frameworks and scorecards, this comprehensive sourcebook describes the major sales force compensation issues and explains innovative approaches for creating effective incentive plans.

Author Biography

"Andris A. Zoltners is a Professor of Marketing at the Kellogg School of Management at Northwestern University. He is a founder and co-chairman of ZS Associates, a global business consulting firm. For over 30 years, he has served the business community as a professor, consultant, speaker, and author on marketing and sales force performance. He lives in Evanston, Illinois.

Prabhakant Sinha is a founder and co-chairman of ZS Associates, where he has consulted with more than 200 firms in North America, Europe, and Asia. He also teaches executive education courses on sales force effectiveness at Kellogg, the London Business School, and the Indian School of Business, and leads custom workshops for sales leadership teams. He lives in Evanston, Illinois.

Sally E. Lorimer is a consultant, specializing in sales and marketing, and business writer. She was previously a principal at ZS Associates, where she consulted with numerous companies on sales force design. She lives in Northville, Michigan.

All three are coauthors of Sales Force Design for Strategic Advantage, and Zoltners and Sinha are coauthors (with Greggor A. Zoltners) of The Complete Guide to Accelerating Sales Force Performance."

Table of Contents

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