- Linking payday to cash in hand. Meyer, Harvey R. // Nation's Business;May96, Vol. 84 Issue 5, p36
Reports that compensating salespeople only after customers pay up helps cash flow and revenue. Diminution of administrative and sales-force headaches; Other advantages of the practice; Result in the companies Brookdale Plastics and Atlas Butler Heating and Cooling; Other methods of compensating...
- Pay for salespeople increases despite tough economy. // American Salesman;Apr93, Vol. 38 Issue 4, p22
Discusses the economic conditions enjoyed by salespeople in 1993. Increase in pay; Implications; Compensation levels from 1956 to 1992; Lowered base salaries; Increased incentive pay.
- All levels of sales reps post impressive earnings gains. // American Salesman;Mar1997, Vol. 42 Issue 3, p18
Presents the result of a survey `Dartnell's 29th Sales Force Compensation Survey for 1996-1997,' regarding the earnings of sales representatives in the United States. Median 1996 total cash compensation for three levels of sales personnel; Percentage of responding companies favoring a...
- Restitution for a rainmaker. Greco, Susan // Inc.;Jun94, Vol. 16 Issue 6, p109
Says that according to figures published in the August 1992 `Inc.' a small Rochester, N.Y., company was grossly underpaying its sales-and-marketing manager. Why the company co-owner agreed to give the salesman a 50% raise; Figures for this year.
- Sales and marketing executives' pay. Gruner, Stephanie // Inc.;May96, Vol. 18 Issue 6, p108
Provides a graph illustrating the compensation of sales and marketing executives according to an Aspen Publishers compensation survey. Graph showing the 1995 average base salary, bonus and total direct compensation of executives at companies of different sizes as determined by annual sales; The...
- Measuring sales reps on customer service. Click, Jennifer // HRMagazine;Jul95, Vol. 40 Issue 7, p16
Reports that more companies are basing their sales representatives' pay on quality factors such as customer satisfaction and profitability of sales, according to a survey by Hewitt Associates' Management Compensation Services division.
- Pay satisfaction and sales force turnover: The impact of different facets of pay on pay... Roberts, James A.; Chonko, Lawrence B. // Journal of Managerial Issues;Summer96, Vol. 8 Issue 2, p154
Investigates how pay type, pay level, and internal and external perceptions of pay equity affect salespersons' satisfaction with pay. Relationship between pay level and pay satisfaction; Discussion on the importance of pay to salespersons; Implications of study findings for sales force management.
- Learning how to get what you are due. Gitomer, Jeffrey // Central New Jersey Business;6/28/95, Vol. 8 Issue 13, p30
Offers salespeople some guidelines for ensuring commission payments from the company they are serving. Keeping accurate records while employed; Knowing a company's policy; Knowing the boss; Paying attention to one's contract.
- Bad year for consumer-side sales executives. Silber, Tony // Folio: The Magazine for Magazine Management;9/15/95, Vol. 24 Issue 15, p49
Presents information on salaries of magazine advertising sales executives for the year 1995. Advertising sales directors; Advertising sales managers; Regional and branch managers; Advertising salespersons; Average base salaries.