A New Scheme for Incentives, David Ziedman, SCRIP SFE Supplement
As market changes drive new and innovative sales models based on broader team-based selling and the development of long-term customer relationships, ensuring alignment of sales incentives schemes is more challenging than ever.
In a comprehensive article published in the SCRIP SFE Supplement in September 07, David Ziedman considers the impact of a more complex sales and marketing environment on compensation and considers the issues that pharmaceutical manufacturers must look to address in ensuring that their approach to compensation truly reflects, measures, and rewards the new demands on their sales force.
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