This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.
Goals of a Sales Compensation Plan
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Compensation Overview
This module focuses on sales force compensation. In this segment, we will identify the goals of a sales force compensation plan. We will compare the different viewpoints that managers and salespeople have towards compensation. We will discuss the various steps in developing a compensation plan and identify how managers determine overall levels of compensation for their sales force. We will describe the basic methods used today in compensating the sales force and discuss the pros and cons of each. Finally, we will discuss indirect monetary compensation and its role in sales force compensation.
Unterrichtet von
Emily C. Tanner, Ph.D.
Assistant Professor, Marketing
Suzanne C. Bal
Teaching Assistant Professor, Marketing
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of Marketing