Paying Sales Professionals: Why compensation plans for sales people vary
Determining compensation for sales professionals is often a trade-off between salary and incentive-based plans. Anne Coughlan examined a multitude of compensation arrangements to discover the “best” plan for a person depends on a number of factors.
Content: Article | Author: Anne Coughlan | Source: Kellogg Insight | Subjects: Human Resources, Marketing / Sales
Marketing Channels
A text for international managers and those studying to become managers, presenting ideas that apply to any channel and any product or service on the market today. Uses plentiful examples to illustrate points, from dolls to pet food.
Content: Book | Authors: Adel El-Ansary, Anne Coughlan, Louis W. Stern | Subject: Marketing / Sales