Sales Compensation Management

Author: Chen Xiaodong
Publisher:
Publish Date: 2003-01-01
Features: The book is divided into 8 chapters. In Chapter, we introduce the role and significance of sales compensation in modern corporate management. Chapter 2 provides guidance on how enterprises can conduct surveys on sales compensation. Chapter 3 discusses the foundational work of sales compensation, which is the analysis of sales work. Chapter 4 summarizes and elaborates on the motivation issues for sales personnel. In Chapter 5, we design a basic model of sales compensation. Enterprises can refer to this model to design sales compensation systems that suit their own characteristics based on their actual situations. Chapter 6 discusses issues related to the management of enterprise sales compensation. Chapter 7 explores the performance evaluation of sales personnel. Only by establishing an effective sales performance evaluation system can sales compensation be implemented effectively. In Chapter 8, we conduct a comparative study of different sales compensation models. In the concluding remarks, we offer some in-depth reflections on sales compensation. At the end of each chapter, a case study related to the chapter's discussion topics is provided. Additionally, the book offers reference cases of successful enterprises for practical management issues in sales compensation management.