Sales force : compensation and incentives
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Bibliographic Information
Sales force : compensation and incentives
（Faculty seminar series : Great ideas from business thought leaders）
Harvard Business School Pub , Stanford Graduate School of Business, c2002
Ver. 1.1
Computer File（Optical Disc）
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System requirements: Intel Pentium III (or equivalent) 650 MHz or higher clock rate; 128MB RAM; Graphics display adapter with a dispray resolution of 1024 x 768 and a 16-bit color depth; Creative Labs Sound Blaster (or compatible) sound card with speakers or headphones; 16X CD-ROM drive; Microsoft Windows 98/NT/2000/XP; Microsoft Windows Media Player 6.4 through 9.0; Microsoft Internet Explorer 5.0 through 6.0; Adobe Acrobat Reader 5.0
Title from disk label
"Product number 1547C"
"Copyright c2001-2002"
Summary: Professor Edward Lazear describes why sales force compensation is such a powerful lever and how managers can think creatively about pay structures while ensuring that these incentives are aligned with corporate goals. Using case examples and an exercise, Lazear argues that the right balance of fixed and variable compensation is critical to maximizing sales without undermining other important objectives
