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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   $aCompensation management
615  0$aSales personnel$xSalaries, etc.
615  0$aIncentives in industry.
615  0$aCompensation management.
676   $a658.3/22
700   $aColletti$b Jerome A$01477519
701   $aFiss$b Mary S$01477520
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910780180703321
996   $aCompensating new sales roles$93692719
997   $aUNINA