Sales Compensation Plans: Samples from the Industry, 2013 Edition (PDF)
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Sales Compensation Plans:
Samples from the Industry, 2013 Edition

Printing Industries of America Human Relations Department

This publication was developed as a result of numerous requests from our members for additional information about sales compensation plans. Our previous efforts, Sales Compensation and Incentive Plans: Samples from the Industry (2001) and Incentive, Bonus, and Recognition Plans from the Printing Industry (2004), are both still available and contain interesting approaches to sales compensation that may be useful to the reader when designing their company’s sales compensation plan.

The contents of this book come from member companies who participated in a fall 2012 survey, which collected sales compensation plans from the industry. It is not meant to be used in determining trends in compensation, but rather the reader should use it as a guide for creating or modifying his or her company’s compensation plans. This edition of sales compensation plans come from a variety of companies from the printing industry and include various ancillary services. However, specific breakouts in compensation and incentives are not the norm. Plan features include:

  • New business incentives
  • Year-end and monthly bonus types
  • Value-added and gross sales commissions
  • Gross margin
  • Target selling price


  • Plan 1: Draw Against Commission, Value-Added, Year-end Bonus
  • Plan 2: Step Commission, Monthly Commission Bonus, New Business Incentive, Year-end Bonus
  • Plan 3: Base + Commission, Value-Added, New Account Incentive
  • Plan 4: Value-Added, New Account Incentive
  • Plan 5: Gross Sales, Monthly Bonus
  • Plan 6: Sliding Scale Based on Targeted Selling Price
  • Plan 7: Value-Added, Web Offset, Flexography
  • Plan 8: Regional Sales Manager, Web Offset, Flexography
  • Plan 9: Gross Margin, Digital Printing
  • Plan 10: Value-Added, Base + Commission, Sheetfed, Digital Printing
  • Plan 11: Conventional and Digital Print, Value-Added, Bonus, Sheetfed, Digital Printing
  • Appendix: Sample Sales Compensation Policy for Employers in, or Operating in, California

Specs: 46 pp., PDF, ISBN 9780883628034, copyright 2013.

This title is also available as a print copy; click here to purchase print edition.

Please note: This is a downloadable file and not a print product. You will have immediate access to the download on the final screen of the order process. Downloadable products are not returnable.