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  • January 2017 (Revised April 2018)
  • Background Note
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Introduction to Incentive-based Sales Compensation Systems

By: Willy Shih
  • Format:Print
  • | Language:English
  • | Pages:6
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Abstract

This background note explains the structure of incentive-based sales compensation systems.

Keywords

Sales Compensation; Sales Force Compensation; Sales Force Management; Sales; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Industrial Products Industry; Consumer Products Industry; Retail Industry; United States

Citation

Shih, Willy. "Introduction to Incentive-based Sales Compensation Systems." Harvard Business School Background Note 617-037, January 2017. (Revised April 2018.)
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About The Author

Willy C. Shih

Technology and Operations Management
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Related Work

    • January 2017 (Revised April 2018)
    • Faculty Research

    Introduction to Incentive-based Sales Compensation Systems

    By: Willy Shih
Related Work
  • Introduction to Incentive-based Sales Compensation Systems By: Willy Shih
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