- Defining the sales job
- Consider the company general compensation structure
- Consider compensation patterns in community and industry.
- Determine compensation level.
The Sales force compensation structure
1. Financial compensation
(a) Direct payment of money
2. Non-financial compensation
(a) Opportunity to advances in the job
(b) Recognition in the firm
(c) Enjoyment
Direct payment of financial compensation:
1. Level of earning (total amount to be paid for a given period of time)
2. Method of payment (plan by which the workers reach the intended level)
51 Comments