Prescription for a winning Sales Force Incentive Plan

By John W. Keon

Book Overview

No Synopsis Available.

• Format: Hardcover
• Language: English
• ISBN: 1595710965
• ISBN13: 9781595710963
• Release Date: November 2005
• Publisher: Word Association Publishers
• Length: 184 Pages
• Weight: 1.06 lbs.
• Dimensions: 8.8" x 0.8" x 5.8"

Customer Reviews

Great reading

Most books on this subject is dry and you just try to make it through. After reading through a dry book you remember very little and think what a waste of time. This book is nothing like it. Fast and interesting. Great illustrations. Well written and informative. I think every Marketing Student should be required to read this book. I grateful a friend recommend this book. I cannot say enough. JUST READ IT.

Rare to find an Incentive Compensation Book

Its very hard to find anything worthwhile on creating Incentive Compensation Plans for the Pharmaceutical Industry. This book was fairly easy to read and understand and gave some very good ideas and examples on how to avoid some of the pitfalls of creating plans. Its a very good book to read for a person new to Comp planning, or someone who is looking to get some different perspectives on how to go about making accountable compensation plans.

Practical Guide for Sales Incentive Planning

It's the best book I've ever read on Sales Incentives. What I liked is that it is easy to read and yet goes well beyond simple Sales Incentive designs. It points out the weaknesses and strengths of different types of Plans (ranking vs. commission, etc.) and explains when one type of Sales Incentive Plan is superior to others. The book also looks at different measures that can be used and misused in Sales Incentive Plans. It has a number of real examples that greatly improve understanding. I highly recommend this book for anyone who designs Sales Incentive Programs--especially those in the Pharmaceutical or Healthcare field where many of the examples come from.