Human Resource Management 14th Edition by Robert Mathis,Sean Valentine,John Jackson

Exercise 4

Discuss why variable pay-for-performance plans have become popular and what elements are needed to make them successful.
Suppose you have been asked to lead a taskforce to develop a sales incentive plan at your firm. The taskforce is to generate a list of strategies and issues to be evaluated by upper management. Using details from www.salescompensation.org and other related websites, identify and develop preliminary materials for the taskforce.