Product Description

A Must Have book for the Pharmaceutical, Biotech, Diagnostics & Medical Device Sales Force Compensation Designers. Prescription for a Winning Sales Force Incentive Plan is a “How-to” book on the designing of Incentive Compensation Plans. Written by the foremost authority on Sales Force Compensation for the Pharmaceutical and Biotech Industries, Dr. John Keon has consulted exclusively in the field for twenty years for both large and very small companies. Readers will: Study the 5 Steps to creating the perfect, custom IC Plan for your Sales Force! Discover the pros and cons of the 5 Major Compensation Schemes! Learn the powerful SCOR3EStm system for Evaluating IC Plans! Discover how to reward and retain your best Sales Representatives! Walk through a step-by-step example of designing a New IC Plan! The Only Book of its Kind Based on Hundreds of Pharmaceutical and Biotech Sales Force Incentive Compensation Plans. Through his many anecdotal examples and review of realistic situations, the wealth and depth of Dr. Keon’s twenty years’ experience consulting in the “Field” and teaching in the classroom, guides the Reader to a greater and much clearer understanding of this all-important topic.

Product Details

• Amazon Sales Rank: #1774648 in Books
• Published on: 2005-11-08
• Original language: English
• Binding: Paperback
• 183 pages

About the Author
John W. Keon is the President of The Marketing Advantage, a company that specializes in providing Sales and Marketing solutions exclusively for the HealthCare industry. John has extensive experience in Incentive Compensation, having critiqued and developed hundreds of Pharmaceutical compensation plans over the years. Before founding The Marketing Advantage, he was a Marketing Professor at the Stern School of Business, New York University.

Customer Reviews

Practical Guide for Sales Incentive Planning
It's the best book I've ever read on Sales Incentives. What I liked is that it is easy to read and yet goes well beyond simple Sales Incentive designs. It points out the weaknesses and strengths of different types of Plans (ranking vs. commission, etc.) and explains when one type of Sales Incentive Plan is superior to others. The book also looks at different measures that can be used and misused in Sales Incentive Plans. It has a number of real examples that greatly improve understanding. I highly recommend this book for anyone who designs Sales Incentive Programs--especially those in the Pharmaceutical or Healthcare field where many of the examples come from.

Rare to find an Incentive Compensation Book
Its very hard to find anything worthwhile on creating Incentive Compensation Plans for the Pharmaceutical Industry. This book was fairly easy to read and understand and gave some very good ideas and examples on how to avoid some of the pitfalls of creating plans. Its a very good book to read for a person new to Comp planning, or someone who is looking to get some different perspectives on how to go about making accountable compensation plans.

Great reading
Most books on this subject is dry and you just try to make it through. After reading through a dry book you remember very little and think what a waste of time. This book is nothing like it. Fast and interesting. Great illustrations. Well written and informative. I think every Marketing Student should be required to read this book. I grateful a friend recommend this book. I cannot say enough. JUST READ IT.