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Sales Compensation Handbook by John K. Moynahan (1991, Hardcover)

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Product Description : A book that combines the extensive experience of 15 authorities from the leading consulting firm of TPFC With indepth coverage of issues strategies and tactics the book provides guidance on everything from specific techniques to broad management approaches including goal setting base salary designcrea ting a plan for an entrepreneurial sales force even reconciling a companys corporate culture with market needs Examples and clearly defined action steps for each aspect of compensation planning and implementation are provided Throughout the book shows how to evaluate existing procedures and how to goabou t changing them when needed