LEADER 03073nam 2200697 a 450 001 9910455688103321 005 20200520144314.0 010 $a0-585-04007-9 010 $a0-8144-2620-4 035 $a(CKB)111056486724196 035 $a(EBL)243004 035 $a(OCoLC)475962435 035 $a(SSID)ssj0000126435 035 $a(PQKBManifestationID)11991783 035 $a(PQKBTitleCode)TC0000126435 035 $a(PQKBWorkID)10047030 035 $a(PQKB)10700704 035 $a(SSID)ssj0000126434 035 $a(PQKBManifestationID)11143055 035 $a(PQKBTitleCode)TC0000126434 035 $a(PQKBWorkID)10045771 035 $a(PQKB)11059990 035 $a(MiAaPQ)EBC243004 035 $a(CaSebORM)0814471064 035 $a(Au-PeEL)EBL243004 035 $a(CaPaEBR)ebr10120201 035 $a(EXLCZ)99111056486724196 100 $a20010123d2001 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aCompensating new sales roles$b[electronic resource] $ehow to design rewards that work in today's selling environment /$fJerome A. Colletti, Mary S. Fiss 205 $a2nd ed. 210 $aNew York $cAMACOM$dc2001 215 $a1 online resource (443 p.) 300 $aDescription based upon print version of record. 311 $a0-8144-0436-7 311 $a0-8144-7106-4 320 $aIncludes bibliographical references (p. 397-399) and index. 327 $aPreliminaries; 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 327 $aChapter 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 330 $aNow updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan. 606 $aSales personnel$xSalaries, etc 606 $aIncentives in industry 606 $aCompensation management 608 $aElectronic books. 615 0$aSales personnel$xSalaries, etc. 615 0$aIncentives in industry. 615 0$aCompensation management. 676 $a658.3/22 700 $aColletti$b Jerome A$0948927 701 $aFiss$b Mary S$0948928 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910455688103321 996 $aCompensating new sales roles$92145017 997 $aUNINA LEADER 02021nam 2200601Ia 450 001 9910458180503321 005 20200520144314.0 010 $a0-295-98983-1 035 $a(CKB)2560000000055933 035 $a(SSID)ssj0000488397 035 $a(PQKBManifestationID)11290513 035 $a(PQKBTitleCode)TC0000488397 035 $a(PQKBWorkID)10450877 035 $a(PQKB)10102574 035 $a(MiAaPQ)EBC3444246 035 $a(OCoLC)698590899 035 $a(MdBmJHUP)muse7056 035 $a(Au-PeEL)EBL3444246 035 $a(CaPaEBR)ebr10436158 035 $a(CaONFJC)MIL810383 035 $a(OCoLC)929159008 035 $a(EXLCZ)992560000000055933 100 $a20020917d2003 ub 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aWhere land & water meet$b[electronic resource] $ea Western landscape transformed /$fNancy Langston ; foreword by William Cronon 210 $aSeattle $cUniversity of Washington Press$dc2003 215 $axiv, 230 p., [24] p. of plates $cill., maps 225 1 $aWeyerhaeuser environmental books 300 $aBibliographic Level Mode of Issuance: Monograph 311 $a0-295-98499-6 311 $a0-295-98307-8 320 $aIncludes bibliographical references (p. 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