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[null,"1.","Record Nr.",null,"UNINA9910955458203321"]
[null,null,"Autore",null,"Colletti Jerome A"]
[null,null,"Titolo",null,"Compensating new sales roles : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss"]
[null,null,"Pubbl/distr/stampa",null,"New York, : AMACOM, c2001"]
[null,null,"ISBN",null,"9780814426203"]
[{"$nulls":4},"0814426204"]
[null,null,"Edizione",null,"[2nd ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (443 pages)"]
[null,null,"Disciplina",null,"658.3/22"]
[null,null,"Soggetti",null,"Sales personnel - Salaries, etc"]
[{"$nulls":4},"Incentives in industry"]
[{"$nulls":4},"Compensation management"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references (p. 397-399) and index."]
[null,null,"Nota di contenuto",null,"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"]
[{"$nulls":4},"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"]
[null,null,null,"Sommario/riassunto","Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan."]