Compensating new sales roles : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss
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| Autore: |
Colletti Jerome A
|
| Titolo: |
Compensating new sales roles : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss
|
| Pubblicazione: | New York, : AMACOM, c2001 |
| Edizione: | 2nd ed. |
| Descrizione fisica: | 1 online resource (443 pages) |
| Disciplina: | 658.3/22 |
| Soggetto topico: | Sales personnel - Salaries, etc |
| Incentives in industry | |
| Compensation management | |
| Altri autori: |
FissMary S
|
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references (p. 397-399) and index. |
| Nota di contenuto: | 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 | |
| Sommario/riassunto: | Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan. |
| Titolo autorizzato: | Compensating new sales roles |
| ISBN: | 0-585-04007-9 |
| 0-8144-2620-4 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910814125903321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |