Stockton B. Colt - The Sales Compensation Handbook

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title	:	The Sales Compensation Handbook
author	:	Colt, Stockton B.
publisher	:	AMACOM Books
isbn10 | asin	:	0814404111
print isbn13	:	9780814404119
ebook isbn13	:	9780585040080
language	:	English
subject	Sales personnel--Salaries, etc, Incentives in industry, Compensation management.
publication date	:	1998
lcc	:	HF5439.7.S24 1998eb
ddc	:	658.3/22
subject	:	Sales personnel--Salaries, etc, Incentives in industry, Compensation management.

The Sales Compensation Handbook, Second Edition Stockton B. Colt, Jr., Editor Towers Perrin AMACOM American Mangagement Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association International, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data The sales compensation handbook.2nd ed./Stockton B. Colt. editor. p. cm. Includes index. ISBN 0-8144-0411-1 1. Sales personnelSalaries, etc. 2. Incentives in industry. 3. Compensation management. I. Colt, Stockton B., 1946 HF5439.7.S24 1998 658.3'22dc2198-13160 CIP 1998 Towers, Perrin, Forster & Crosby, Inc. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association International, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2

Page v Contents Preface xi Acknowledgments xiii 1 Sales CompensationOne Component of an Effective Sales Management System 1 1.1 Well-Defined Opportunities 1 1.2 Clear Strategy 3 1.3 Understanding of Company Capabilities 7 1.4 Transforming the Sales Organization 7 1.5 Illustrating the Concept of Integration 10 2 Cultural Influences on Sales Compensation Strategy 13 2.1 Corporate Culture 13 2.2 Corporate Culture and Pay Systems 15 2.3 Reconciling Culture and Market 17 2.4 Cultural Change

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