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This second edition of Compensating the Sales Force provides an updated, comprehensive, and very practical guide to designing effective sales‑reward programs. It covers how to set target pay, choose performance measures, build quota systems, construct compensation formulas, design incentives for income‑producers vs. typical reps, and manage support programs such as territory design, channel crediting, and global sales teams. With dozens of real‑world examples and new chapters on complex and global sales organizations, it is designed for sales leaders, HR practitioners, and finance professionals who must build or refine sales compensation programs.

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245: $a: Compensating the Sales Force
245: $b: A Practical Guide to Designing Winning Sales Reward Programs
082: $a:
100: $a: David J. Cichelli
650: $a: Business & Economics
250: $a: 2nd
440: $v:
250: $b: Mc Graw Hill
250: $c: 2010
020: $a: 978‑0‑07‑1739023
300: $a: 272