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The complete guide to sales force incentive compensation : how to design and implement plans that work / / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
| The complete guide to sales force incentive compensation : how to design and implement plans that work / / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer |
| Autore | Zoltners Andris A. |
| Pubbl/distr/stampa | New York : , : American Management Association, , 2006 |
| Descrizione fisica | 1 recurso en línea (511 páginas) |
| Disciplina | 658.32 |
| Soggetto topico |
Administración de Incentivos
Salarios Ventas Libros electrónicos |
| ISBN |
1-281-08002-0
9786611080020 0-8144-2972-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Dedication Page; Table of Contents; Preface; Acknowledgments; Chapter 1: Sales Force Incentive Compensation and the Successful Sales Organization; Introduction; The Drivers of Sales Force Compensation Change; The Sales Force Compensation Challenge; The Sales Management System; The Role of Incentive Compensation within the Sales Management System; Diagnosing Sales Force Issues; How this Book is Organized; Chapter 2: Reviewing a Current Incentive Compensation Plan and Setting Objectives for a New Plan; Introduction.
Is It Really an Incentive Compensation Plan Problem?An Overview of a Sales Incentive Plan Assessment Process; Assessment of Current Sales Compensation Plan Consequences; Assessment of Current Sales Compensation Plan Consistency and Compatibility; Developing New Plan Objectives; Chapter 3: Plan Design Fundamentals; Introduction; Sales Compensation Plan Design Terminology; Chapter 4: Plan Design Part 1: Determining the Correct Pay Level; Is Your Sales Force Pay Level Correct?; The Range of Sales Force Pay Levels; How to Determine the Right Sales Force Pay Level; Conclusion. Chapter 5: Plan Design Part 2: Finding the Best Salary-Incentive MixIntroduction; Do you have the Right Pay Mix?; The Range of Salary-Incentive Mix; How to Determine the Right Salary-Incentive Mix; A Pay Mix Scorecard; Chapter 6: Plan Design Part 3: Selecting Performance Measures; Are you Using the Most Appropriate Performance Measures to Determine your Incentive Plan Payout?; Types of Measures; How to Determine the Most Appropriate Sales Incentive Measures: An Advisory; How to Determine the Most Appropriate Sales Incentive Measures: Specifics. Chapter 7: Plan Design Part 4: Determining the Right Performance-Payout RelationshipIntroduction; Is the Most Appropriate Performance-Payout Relationship Used for Determining the Incentive Plan Payout?; Representing Performance-Payout Relationships; Decision 1: Bonus Plan or Commission Plan?; Decision 2: Progressive or Regressive Plan?; Decision 3: Caps or no Caps?; Decision 4: Pay from the First Dollar or from Goal or a Fraction of Goal?; Decision 5: Single Measure or Multiple Measures?; Concluding Insights. Chapter 8: Evaluating Proposed Sales Incentive Compensation Plan Alternatives and Selecting a New PlanIntroduction; An Overview of Candidate Sales Compensation Plan Assessment; Quantitative Assessment of a Candidate Sales Compensation Plan; Qualitative Assessment of a Candidate Sales Compensation Plan; Future-Proofing Assessment of a Candidate Sales Compensation Plan; Conclusion: From Objectives to Reality; Chapter 9: Setting Effective Goals and Objectives; Introduction; Are your Sales Force Goals Appropriate?; Types of Goals; How to Set Effective Sales Force Goals: A Five Step Process. Tracking Performance against Goals |
| Record Nr. | UNINA-9910679449203321 |
Zoltners Andris A.
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| New York : , : American Management Association, , 2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Expatriate compensation : the balance sheet approach / / Roger Herod
| Expatriate compensation : the balance sheet approach / / Roger Herod |
| Autore | Herod Roger <1944-> |
| Pubbl/distr/stampa | Alexandria, Va., : Society for Human Resource Management, c2008 |
| Descrizione fisica | 1 online resource (37 p.) |
| Disciplina |
658.3/2
658.32 |
| Collana | Global HR management series |
| Soggetto topico |
International business enterprises - Personnel management
Wages Cost and standard of living |
| ISBN | 1-58644-306-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- The balance sheet system -- Salary and benefits -- Goods and services -- Housing -- Income taxes -- Reserve -- Expatriate premiums and incentives -- Foreign service and mobility premiums -- Hardship allowances -- Challenges to the balance sheet system -- Alternatives to the home based balance sheet -- Summary. |
| Record Nr. | UNINA-9910809109503321 |
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Herod Roger <1944->
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| Alexandria, Va., : Society for Human Resource Management, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Expatriate compensation strategies : applying alternative approaches / / Roger Herod
| Expatriate compensation strategies : applying alternative approaches / / Roger Herod |
| Autore | Herod Roger <1944-> |
| Pubbl/distr/stampa | Alexandria, Va., : Society for Human Resource Management, c2009 |
| Descrizione fisica | 1 online resource (45 p.) |
| Disciplina |
658.3/2
658.32 |
| Collana | Global HR management series |
| Soggetto topico |
International business enterprises - Personnel management
Wages Employee fringe benefits |
| ISBN | 1-58644-305-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- The home-country balance sheet system -- Modified home-country approaches -- Short-term international assignments -- Rotator assignments -- Regional compensation approaches -- Expatriates from lesser-developed countries -- Headquarters-based compensation systems -- Higher of home or host approach -- Host-country-based compensation -- Developmental and training assignments -- Permanent transfers -- Summary -- Get recocognized around the world -- Achieve the GPHR designation. |
| Record Nr. | UNINA-9910823325703321 |
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Herod Roger <1944->
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| Alexandria, Va., : Society for Human Resource Management, c2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Global compensation and benefits : developing policies for local nationals / / Roger Herod
| Global compensation and benefits : developing policies for local nationals / / Roger Herod |
| Autore | Herod Roger <1944-> |
| Pubbl/distr/stampa | Alexandria, Va., : Society for Human Resource Management, 2008 |
| Descrizione fisica | 1 online resource (37 p.) |
| Disciplina |
658.3/2
658.32 |
| Collana | Global HR management series |
| Soggetto topico |
Compensation management
International business enterprises - Personnel management |
| ISBN | 1-58644-307-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; About the Author; Copyright; Contents; Introduction; Establishing a Compensation and Benefits Philosophy and Strategy; Compensation Policies for Local Nationals; Variations in Local Practices; Assessment of Competitive Practice; Obtaining the Right Information about Pay Practices; Sources of Compensation Data; Comparative Salary Levels; Local Salary Policies; Variable Compensation; Trends in Compensation Practices; Benefits Policies for Local Nationals; Key Differences Among Countries; "Best Practice" in Managing Benefits Programs; Retirement Benefits; Health Care; Death and Disability
Sources of Data Current Trends in Benefits Programs; Summary |
| Record Nr. | UNINA-9910824006303321 |
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Herod Roger <1944->
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| Alexandria, Va., : Society for Human Resource Management, 2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Il sistema e le politiche delle retribuzioni : modelli, processi e conoscenze per la progettazione delle politiche retributive e premianti nelle imprese pubbliche e private : aspetti strategici, contrattuali, comportamentali, fiscali / Claudio Ruggiero ; presentazione di Elvira D'Alessandro ; contributi di Alessandro Brunelli ... [et al.]
| Il sistema e le politiche delle retribuzioni : modelli, processi e conoscenze per la progettazione delle politiche retributive e premianti nelle imprese pubbliche e private : aspetti strategici, contrattuali, comportamentali, fiscali / Claudio Ruggiero ; presentazione di Elvira D'Alessandro ; contributi di Alessandro Brunelli ... [et al.] |
| Autore | RUGGIERO, Claudio |
| Pubbl/distr/stampa | Santarcangelo di Romagna : Maggioli, 2010 |
| Descrizione fisica | 480 p. ; 21 cm |
| Disciplina | 658.32 |
| Collana | Marketing & management |
| Soggetto topico | Aziende - Personale - Trattamento economico |
| ISBN | 978-88-387-5717-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNISA-990003574810203316 |
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RUGGIERO, Claudio
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| Santarcangelo di Romagna : Maggioli, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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Mitarbeiterbeteiligung : Aktien- und Optionspläne / vorgelegt von Beat Walti
| Mitarbeiterbeteiligung : Aktien- und Optionspläne / vorgelegt von Beat Walti |
| Autore | Walti, Beat |
| Pubbl/distr/stampa | Zürich, : Schulthess Poligrafischer Verlag AG, 1997 |
| Descrizione fisica | XXXVI, 302 p. ; 23 cm |
| Disciplina | 658.32 |
| ISBN | 3-7255-3726-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Record Nr. | UNINA-990006403880403321 |
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Walti, Beat
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| Zürich, : Schulthess Poligrafischer Verlag AG, 1997 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Selecting a wage payment system / Tom Lupton and Dan Gowler
| Selecting a wage payment system / Tom Lupton and Dan Gowler |
| Autore | LUPTON, Tom |
| Pubbl/distr/stampa | Londra : Engineering Employers’ Federation, C1969 |
| Descrizione fisica | [7], 55 p. : ill. ; 24 CM |
| Disciplina | 658.32 |
| Altri autori (Persone) | GOWLER, Dan |
| Collana | Federation research series |
| Soggetto topico | Aziende - personale - gestione |
| ISBN | 0850380707 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNISA-990002750460203316 |
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LUPTON, Tom
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| Londra : Engineering Employers’ Federation, C1969 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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La valutazione del lavoro direzionale / Joan Doulton ; presentazione dell'edizione italiana a cura di Olinto Praturlon
| La valutazione del lavoro direzionale / Joan Doulton ; presentazione dell'edizione italiana a cura di Olinto Praturlon |
| Autore | Doulton, Joan |
| Pubbl/distr/stampa | Milano : ETAS Kompass, 1964 |
| Descrizione fisica | XV, 207 p. ; 22 cm |
| Disciplina | 658.32 |
| Altri autori (Persone) |
Hay, David
Praturlon, Olinto |
| Collana | Biblioteca di economia sociologia e organizzazione ; 13 |
| Soggetto topico | Dirigenti aziendali - Mansioni - Valutazione |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNISALENTO-991000775979707536 |
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Doulton, Joan
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| Milano : ETAS Kompass, 1964 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. del Salento | ||
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WAGE accounting by electronic computer
| WAGE accounting by electronic computer |
| Pubbl/distr/stampa | London : Department of scientific and industrial research, 1956- |
| Descrizione fisica | v. ; 24 cm |
| Disciplina | 658.32 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-990000036520403321 |
| London : Department of scientific and industrial research, 1956- | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The WorldatWork handbook of compensation, benefits & total rewards [[electronic resource] ] : a comprehensive guide for HR professionals / / Worldatwork
| The WorldatWork handbook of compensation, benefits & total rewards [[electronic resource] ] : a comprehensive guide for HR professionals / / Worldatwork |
| Autore | WorldatWork |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2007 |
| Descrizione fisica | 1 online resource (866 p.) |
| Disciplina |
658.32
658.322 |
| Soggetto topico | Compensation management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-119-10433-5
1-119-19660-4 1-280-85528-2 9786610855285 0-470-14098-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The WorldatWork Handbook of Compensation, Benefits & Total Rewards; Contents; Introduction: Redefi ning Employee Rewards; THE EVOLUTION OF REWARDS; About the Author; Chapter 1: Total Rewards: That Employees Value in the Employment Relationship; BROADENING THE DEFINITION OF TOTAL REWARDS; EVOLUTION OF THE WORLDATWORK TOTAL REWARDS MODEL; EXPLORING THE KEY AREAS; Chapter 2: Why the Total Rewards Approach Works; THE TOP FIVE ADVATAGES OF A TOTAL REWARDS APPROACH; REFERENCE; Chapter 3: Developing a Total Rewards Strategy; THE TOTAL REWARDS BLUEPRINT
FIVE COMMON WAYS A TOTAL REWARDS STRATEGY CAN GO ASTRAYCRYSTALLIZING THE SPIRIT OF YOUR TOTAL REWARDS PLAN; ISSUES THAT A TOTAL REWARDS STRATEGY SHOULD ADDRESS; THE BOTTOM LINE; Chapter 4: Designing a Total Rewards Program; STEP 1: ANALYZE AND ASSESS; STEP 2: DESIGN; STEP 3: DEVELOP; STEP 4: IMPLEMENT; STEP 5: COMMUNICATE; STEP 6: EVALUATE AND REVISE; Chapter 5: Communicating Total Rewards; A COMMUNICATIONS APPROACH WITH OOMPH; THE POWER OF COMMUNICATION; TOP MANAGEMENT BUY-IN; THE BOTTOM LINE; COMMUNICATION FUNDAMENTALS; MODELS OF COMMUNICATION; THE COMMUNICATION PROCESS COMMUNICATING THE PROGRAM'S RICHNESSSPECIAL SITUATIONS; MEDIA CONSIDERATIONS; A CASE STUDY: SOUTHERN COMPANY; TOTAL REWARDS BRANDING; MEDIA CHOICES; IMPLEMENTATION; PLANNING A CAMPAIGN; MANAGING A CAMPAIGN; MEASURING RETURN ON INVESTMENT; CRITICAL OUTCOMES; Chapter 6: Compensation Fundamentals; THE FOUNDATION: A COMPENSATION PHILOSOPHY; CHARACTERISTICS OF COMPENSATION PROGRAMS; ELEMENTS OF COMPENSATION; THE BASICS: BASE PAY; JOB ANALYSIS; JOB EVALUATION; MARKET ANALYSIS; SALARY RANGES; COMPETENCIES; INCENTIVE PAY; DESIGN ELEMENTS; REASONS FOR FAILURE; MANAGEMENT OF PAY FOR PERFORMANCE EFFECTIVE COMPENSATION MANAGEMENTChapter 7: Regulatory Environment: The FLSA and Other Laws That Affect Compensation Practices; FAIR LABOR STANDARDS ACT OF 1938; SHERMAN ANTITRUST ACT OF 1890; DAVIS-BACON ACT OF 1931; NATIONAL LABOR RELATIONS ACT; WALSH-HEALEY ACT; SERVICE CONTRACT ACT; ANTI-DISCRIMINATION LAWS; Chapter 8: Market Pricing; WHERE DO YOU BEGIN?; JOB ANALYSIS; JOB DOCUMENTATION AND JOB DESCRIPTIONS; JOB EVALUATION; BENCHMARK JOBS; COLLECTING THE RIGHT DATA; DECISION FACTORS IN COLLECTING MARKET DATA; KNOW THE MARKET: HALF THE BATTLE; GATHERING VALID DATA; DATA SOURCES CAPTURING COMPETITIVE MARKET DATA FOR HIGH-DEMAND JOBSCRUNCHING NUMBERS; OPTIONS FOR MEASURING CENTRAL TENDENCY; PERCENTILES; AGING DATA TO A COMMON POINT IN TIME; WEIGHTING MARKET DATA ACRESS SURVEY SOURCES; DEVELOPING MARKET INDEX OF COMPETITIVENESS; MARKET BLIPS-A WORD OF CAUTION; APPROACHES TO PROGRAM COSTS; HOW TO KEEP EMPLOYEES IN THE LOOP; OPENING THE PAY DIALOGUE; Chapter 9: Salary Surveys: A Snapshot; THE BIG PICTURE; DEFINITION AND PURPOSES; BENCHMARK SURVEYS; JOB MATCHING; JOB TITLE AND CHARACTERISTICS; SURVEY FREQUENCY; STRETCHING THE SALARY SURVEY BUDGET; BEHIND THE SCENES THE COMPENSATION PRACTITIONER'S ROLE |
| Record Nr. | UNINA-9910143689903321 |
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WorldatWork
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| Hoboken, N.J., : John Wiley & Sons, c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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