Wir verwenden Cookies und Analyse-Tools, um die Nutzerfreundlichkeit der Internet-Seite zu verbessern und für Marketingzwecke. Wenn Sie fortfahren, diese Seite zu verwenden, nehmen wir an, dass Sie damit einverstanden sind. Zur Datenschutzerklärung.
Conceptual Foundations and Case Studies of Salesforce Compensation Plans
CHF 57.55
Auf Lager
SKU
SUF5EJUQ0HD
1 Verfügbar 
Geliefert zwischen Di., 27.01.2026 und Mi., 28.01.2026
Details
This book summarizes the state-of-research on salesforce compensation plan design and implementation. The salesforce is one of the major revenue drivers for many organizations. The salesforce compensation plan is a key concern of sales executives. Most companies adjust their pay plan every year. Marlon Braumann develops an eight-step process toward TAILORED compensation plans: tasks, assessments, insight, leverage, other incentives, relationship, evaluation, and deployment. His synopsis offers research-based answers to fundamental design questions, such as the number, choice, and linkage of performance indicators, the share of variable pay, use of accelerators and compensation caps, definition of bonus thresholds, and sales contests. He proposes a quantitative approach for evaluating compensation plan effectiveness. Two case studies illustrate the application of the TAILORED framework. The book builds a bridge between compensation research and compensation practice.
Weitere Informationen
- Allgemeine Informationen
- GTIN 09783732380022
- Auflage 1
- Sprache Englisch
- Genre Economy
- Größe H246mm x B175mm x T21mm
- Jahr 2016
- EAN 9783732380022
- Format Fester Einband
- ISBN 978-3-7323-8002-2
- Titel Conceptual Foundations and Case Studies of Salesforce Compensation Plans
- Autor Marlon Braumann
- Gewicht 693g
- Herausgeber WHU Publishing
- Anzahl Seiten 268
Bewertungen
Schreiben Sie eine Bewertung
