Selling the sales force on commission compensation / Herbert Sherman & Theodore Vallas.

Format:

Book

Author/Creator:

Sherman, Herbert, author.

Vallas, Theodore, author.

Series:

SAGE knowledge. Cases.

SAGE Knowledge. Cases.

SAGE knowledge. Cases

Language:

English

Subjects (All):

Compensation management--Case studies.

Compensation management.

Incentives in industry--Case studies.

Incentives in industry.

Genre:

Case studies.

Physical Description:

1 online resource : illustrations (black and white, and colour).

Place of Publication:

[London] : SAGE, 2016.

System Details:

text file

Summary:

This case study examines the compensation model for sales employees at a vacuum store, with differences in compensation for full-time and part-time employees. Recently there has been a high turnover of staff, with many indicating dissatisfaction at the compensation model and the effect that it might have on customer relations. Readers are tasked with evaluating the current structure of compensation and suggesting improvements in order to construct a new compensation system.

Notes:

Originally Published in: Lussier, R. N., & Hendon, J. R. (2012). Selling the Sales Force on Commission Compensation. In Human resource management: Functions, applications, skill development (pp. 456-457). Los Angeles: SAGE Publications, Inc. ISBN: 9781412992428.

No ILL or scholarly sharing allowed.

Description based on online resource; title from home page (viewed on April 29, 2016).

ISBN:

9781506326283

OCLC:

1017713501

Access Restriction:

Restricted for use by site license.