Compensating new sales roles [[electronic resource] ] : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss

• Autore: Colletti Jerome A
• Pubblicazione: New York, : AMACOM, c2001
• Edizione: 2nd ed.
• Descrizione fisica: 1 online resource (443 p.)
• Disciplina: 658.3/22
• Soggetto topico: Sales personnel - Salaries, etc; Incentives in industry; Compensation management
• Soggetto genere / forma: Electronic books.
• 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.: 9910455688103321
• Lo trovi qui: Univ. Federico II