Sales Compensation and Expense Allowances

Course Contents

1. Introduction
   - page 1
2. Why a Separate Sales Compensation Plan?
   - page 2
3. Identify Business Goals
   - page 3
4. Types of Plans and Coverage Design
   - page 4
   • Fixed Salary
     - page 4
   • Why Sales Jobs Lend Themselves to Incentives
     - page 5
   • Straight Commission Plans
     - page 6
   • Combination Plans
     - page 7
     • Types of combination plans
       - page 8
5. Measures of Success
   - page 9
   • Sales Compensation Metrics
     - page 9
   • Productivity Metrics
     - page 10
6. Sales Cycles
   - page 11
   • Special Circumstances
     - page 12
7. Test the Plan
   - page 13
8. Interactive Exercise
   - page 14
   • Your Turn
     - page 15
9. Communicate the Plan
   - page 16
10. Measure the Plan
    - page 16
11. Benefits
    - page 17
    • Expense Accounts
      - page 17
      • Accountable plans
        - page 18
    • Types of Travel Allowances
      - page 19
      • Automobile allowances
        - page 19
      • Per diems
        - page 20
    • Interactive Exercise
      - page 21
      • Your Turn
        - page 22
12. Summary
    - page 23