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 SCOR3ES 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.