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This book provides the information and tools needed to design and implement top-notch sales compensation programs. In this authoritative reference, The Sales Compensation Handbook from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including: cash and non-cash incentives base salary, bonus, and commission scales team-selling roles and implications linking compensation to company culture Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.