|
This resource publication
features article reprints from WorldatWork’s respected publications
— workspan magazine and WorldatWork Journal. It offers readers numerous
resources on a variety of topics related to sales compensation. It is
broken down into three sections: Foundations (1994-1999), Evolutions (2000)
and Solutions (2001-2002).
| Publisher: |
WorldatWork (2002) |
| Pages: |
120 |
| Cover: |
Soft |
| ISBN: |
1579631045 |
| U.S. and Canada |
|
| List $24.95 USD | Member $19.95 USD |
|
|
| A pdf version is available for this book instead of a printed copy. |
| List $17.50 USD
| Member $13.95 USD |
|
| If you choose the e-book option, after the payment stage of checkout a receipt will be displayed with buttons to download your selections. A link to the receipt also will be e-mailed to you. |
|
Outside North America
Download the e-book (if available) or call WorldatWork Customer Relationship Services at +1 480 922 2020 to order a hard copy. |
Introduction
Section
1 – Foundations ACA
Journal, Summer 1994, Volume 3, Number 2
Re-engineering Sales Compensation: Paying for Change
By Mark Blessington and Bill O’Connell ACA
Journal, Autumn 1996, Volume 5, Number 3
Rewards Practices for Customer Teams
By Jerome A. Colletti and Mary S. Fiss ACA
Journal, Winter 1997, Volume 6, Number 4
Custom-Designed Incentive Plans: An Idea for the 21st Century
By Craig J. Cantoni ACA
News, September 1998, Volume 41, Number 8
Solving the Seven Riddles of Sales Compensation Design
By David J. Cichelli, The Alexander Group Inc. ACA
Journal, Autumn 1998, Volume 7, Number 3
Rewarding New Sales Roles with Incentive Pay
By Jerome A. Colletti and Mary S. Fiss ACA
Journal, Second Quarter 1999, Volume 8, Number 2
Rediscovering Commission Motivation
By Douglas A. Waldo, Ph.D. ACA
News, May 1999, Volume 42, Number 5
Elimination of Quotas: A Salesperson’s Dream?
By Mark Stiffler, Synygy Inc. Section
2 – Evolutions ACA
News, January 2000, Volume 43, Number 1
Revving Up Your Sales Force Revenue Engine
By Barbara Parus, American Compensation Association ACA
News, March 2000, Volume 43, Number 3
Sales Compensation and the E-World
By David J. Cichelli, The Alexander Group Inc. ACA
News, March 2000, Volume 43, Number 3
Tracking Sales Performance
By Erik W. Charles, Callidus Software, Peter Kurlander, Sibson & Company
and Brad Savage, Sun-Netscape Alliance workspan,
July 2000, Volume 43, Number 7
New Technology to Support Incentive Compensation Management
By Gopi Mattel, Again Technologies Inc. workspan,
July 2000, Volume 43, Number 7
Rewards in the e-Business World
By Nina McIntyre, Incentive Systems workspan,
September 2000, Volume 43, Number 9
Seven Vexing Sales Compensation Issues
By David J. Cichelli, The Alexander Group Inc. WorldatWork
Web Site, October 25, 2000
Sales Compensation “Live Chat” Transcript
Guest Speaker: David J. Cichelli, The Alexander Group Inc.
Section 3 –
Solutions workspan,
May 2001, Volume 44, Number 5
Little Things Make a Big Difference: Selling a Sales Compensation Plan
By Lisa J. Riley, Arthur Andersen WorldatWork
Journal, Third Quarter 2001, Volume 10, Number 3
It’s Not All Relative: Pitting Quotas Against Other Incentive
Plans to Motivate Sales Performance
By Chad Albrecht and Mike O’Hara, Hewitt Associates LLC
workspan, August 2001,
Volume 44, Number 8
Metamorphosis of Winning Sales Compensation
By Michael Dallas, Compaq Computer Corp. workspan,
January 2002, Volume 45, Number 1
Running on Empty? Managing Sales Compensation Costs in a Slow Market
By Bill Weeks, Weeks Consulting Group workspan,
January 2002, Volume 45, Number 1
Rewarding Results: The Road to Sales Compensation Excellence
By Brad Brown, Reward Strategies workspan,
January 2002, Volume 45, Number 1
Viewpoint: Making the Case for Sales Administration Software
By John Pentolino Section
4 – Selected References
|
Print