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Record Nr. |
UNINA9910455688103321 |
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Autore |
Colletti Jerome A |
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Titolo |
Compensating new sales roles [[electronic resource] ] : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2001 |
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ISBN |
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0-585-04007-9 |
0-8144-2620-4 |
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Edizione |
[2nd ed.] |
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Descrizione fisica |
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1 online resource (443 p.) |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Sales personnel - Salaries, etc |
Incentives in industry |
Compensation management |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references (p. 397-399) and index. |
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Nota di contenuto |
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Preliminaries; CONTENTS; Chapter 1 Why Your Company Requires New Sales Roles; Chapter 2 Why Sales Compensation Plans Fail; Chapter 3 How to Adopt New Sales Roles to Win and Retain Satisfied Customers; Chapter 4 A Blueprint for Linking Compensation to New Sales Roles; Chapter 5 What to Expect and How to Measure Success in New Sales Roles; Chapter 6 Designing Compensation Plans for New Sales Roles; Chapter 7 Compensating Telechannel Jobs; Chapter 8 Compensating Sales Support Staff; Chapter 9 Compensating Sellers and Teams for Large Sales; Chapter 10 Compensating Sales Managers and Team Leaders |
Chapter 11 Tackling Some of the More Challenging Design IssuesChapter 12 How to Introduce Compensation Plans for New Sales Roles; Chapter 13 Evaluating Results under a New Sales Compensation Plan; Chapter 14 Future Challenges; Appendices; Notes; Index |
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Sommario/riassunto |
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Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan. |
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