03073nam 2200697 a 450 991045568810332120200520144314.00-585-04007-90-8144-2620-4(CKB)111056486724196(EBL)243004(OCoLC)475962435(SSID)ssj0000126435(PQKBManifestationID)11991783(PQKBTitleCode)TC0000126435(PQKBWorkID)10047030(PQKB)10700704(SSID)ssj0000126434(PQKBManifestationID)11143055(PQKBTitleCode)TC0000126434(PQKBWorkID)10045771(PQKB)11059990(MiAaPQ)EBC243004(CaSebORM)0814471064(Au-PeEL)EBL243004(CaPaEBR)ebr10120201(EXLCZ)9911105648672419620010123d2001 uy 0engur|n|---|||||txtccrCompensating new sales roles[electronic resource] how to design rewards that work in today's selling environment /Jerome A. Colletti, Mary S. Fiss2nd ed.New York AMACOMc20011 online resource (443 p.)Description based upon print version of record.0-8144-0436-7 0-8144-7106-4 Includes bibliographical references (p. 397-399) and index.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 LeadersChapter 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; IndexNow updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.Sales personnelSalaries, etcIncentives in industryCompensation managementElectronic books.Sales personnelSalaries, etc.Incentives in industry.Compensation management.658.3/22Colletti Jerome A948927Fiss Mary S948928MiAaPQMiAaPQMiAaPQBOOK9910455688103321Compensating new sales roles2145017UNINA