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Compensating new sales roles [[electronic resource] ] : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss
| 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 |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (443 p.) |
| Disciplina | 658.3/22 |
| Altri autori (Persone) | FissMary S |
| Soggetto topico |
Sales personnel - Salaries, etc
Incentives in industry Compensation management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
0-585-04007-9
0-8144-2620-4 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910455688103321 |
Colletti Jerome A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Compensating new sales roles [[electronic resource] ] : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss
| 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 |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (443 p.) |
| Disciplina | 658.3/22 |
| Altri autori (Persone) | FissMary S |
| Soggetto topico |
Sales personnel - Salaries, etc
Incentives in industry Compensation management |
| ISBN |
0-585-04007-9
0-8144-2620-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910780180703321 |
|
Colletti Jerome A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Compensating new sales roles : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss
| Compensating new sales roles : how to design rewards that work in today's selling environment / / Jerome A. Colletti, Mary S. Fiss |
| Autore | Colletti Jerome A |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (443 pages) |
| Disciplina | 658.3/22 |
| Altri autori (Persone) | FissMary S |
| Soggetto topico |
Sales personnel - Salaries, etc
Incentives in industry Compensation management |
| ISBN |
0-585-04007-9
0-8144-2620-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910814125903321 |
|
Colletti Jerome A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||