Info
- Utilizzare la checkbox di selezione a fianco di ciascun documento per attivare le funzionalità di stampa, invio email, download nei formati disponibili del (i) record.
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 |
| Soggetto genere / forma | Electronic books. |
| ISBN |
9780814426203
0814426204 |
| 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-9910955458203321 |
|
Colletti Jerome A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Compensating Your Employees Fairly : A Guide to Internal Pay Equity / / by Stephanie R. Thomas
| Compensating Your Employees Fairly : A Guide to Internal Pay Equity / / by Stephanie R. Thomas |
| Autore | Thomas Stephanie R |
| Edizione | [1st ed. 2013.] |
| Pubbl/distr/stampa | Berkeley, CA : , : Apress : , : Imprint : Apress, , 2013 |
| Descrizione fisica | 1 online resource (295 p.) |
| Disciplina | 658.3/22 |
| Soggetto topico |
Business
Management science Business and Management, general |
| ISBN |
9781430250425
1430250429 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Contents; About the Author; Acknowledgments; Chapter 1: Why Equity in Compensation Matters; Federal Equal Pay Laws and Regulatory Climate of the Twentieth Century; Equal Pay Laws and Regulations in the Twenty-first Century; The Ledbetter Fair Pay Act; National Equal Pay Enforcement Task Force; Proposed Legislation; The Fair Pay Act of 2011; The Paycheck Fairness Act; The Business Case for Internal Pay Equity; Gender Equity versus Overall Equity; Why Gender Equity Is the Focus; Why You Should Be Concerned About General Equity; Chapter 2: Types of Discrimination in Compensation
Disparate TreatmentThe Theory of Disparate Treatment; Stages of a Disparate Treatment Claim; The Prima Facie Case; The Prima Facie Case under the Equal Pay Act; The Prima Facie Case under Title VII, ADEA, and ADA; Affirmative Defenses; Pretext; Use of Statistics in Disparate Treatment Claims; Identifying and Preventing Disparate Treatment; Disparate Impact; The Theory of Disparate Impact; Stages of a Disparate Impact Claim; Use of Statistics in Disparate Impact Claims; Disparate Impact in Compensation; Identifying and Preventing Disparate Impact; Chapter 3: Multiple Regression Analysis Correlation and CausalityCorrelation; Causality; The Basics of Regression Analysis; Two-Variable Analysis; Three-Variable Analysis; The Classical Linear Regression Model; Assumptions of the Classical Linear Regression Model; Violating Assumption 1: Misspecification; Omitted and/or Irrelevant Variables; Omitted Variables; Inclusion of Irrelevant Variables; Structural Change; Nonlinear Models; Violating Assumption 2: Nonzero Error; Errors in Measurement of Dependent Variable; Errors in Measurement of Independent Variables; Violating Assumption 3: Nonspherical Disturbances; Heteroscedasticity AutocorrelationViolating Assumption 4: Multicollinearity; Violating Assumption 5: Simultaneous Equations; Interpretation of Regression Results; Coefficients; Statistical Significance; Practical Significance; Sample Size; Explanatory Power; Inferences of Discrimination; Tools for Performing Multiple Regression; Chapter 4: The Data; Similarly Situated Employee Groupings; Compensation Metrics; Base Pay; Overtime Earnings; Variable Pay; Total Compensation; Rates vs. Raises; Factors Explaining Compensation; Human Capital; Tainted Variables; Dummy Variables; Data Measurability Accessibility of DataData Collection and Assembly; Data Cleaning and Verification; Chapter 5: Regression Models of Equal Pay; The Classical Model; Separate Equations Model; The Interaction Model; The Overall Equity Model; Other Models; Chapter 6: Other Tests of Equal Pay; Other Disparate Treatment Tests; Comparison of Means and Medians; t -Test; Independent Samples and Equal Variances; Independent Samples and Unequal Variances; Calculation; Tipping Points and Threshold Tests; Cohort Analysis; Disparate Impact Models; The Four-Fifths Rule; Origin of the Four-Fifths Rule; Calculation Limitations of the Four-Fifths Rule |
| Altri titoli varianti | Guide to internal pay equity |
| Record Nr. | UNINA-9910739408303321 |
|
Thomas Stephanie R
|
||
| Berkeley, CA : , : Apress : , : Imprint : Apress, , 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The sales compensation handbook
| The sales compensation handbook |
| Pubbl/distr/stampa | [Place of publication not identified], : Amacom American Management Association, 1998 |
| Disciplina | 658.3/22 |
| Soggetto topico |
Sales personnel - Salaries, etc
Incentives in industry Compensation management Commerce Business & Economics Marketing & Sales |
| ISBN | 0-585-04008-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910678564303321 |
| [Place of publication not identified], : Amacom American Management Association, 1998 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||