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Book Cover
Author Sherman, Herbert, author

Title Selling the sales force on commission compensation / Herbert Sherman & Theodore Vallas
Published [London] : SAGE, 2016


Description 1 online resource : illustrations (black and white, and colour)
Series SAGE knowledge. Cases
SAGE knowledge. Cases
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 (pages 456-457). Los Angeles: SAGE Publications, Inc. ISBN: 9781412992428
Online resource; title from home page (viewed on April 29, 2016)
Subject Compensation management -- Case studies
Incentives in industry -- Case studies
Compensation management
Incentives in industry
Genre/Form Case studies
Case studies.
√Čtudes de cas.
Form Electronic book
Author Vallas, Theodore, author
ISBN 9781506326283