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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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Ventas para emprendedores : todo lo que necesitas saber, gira los resultados de tu emprendimiento por medio de la venta efectiva y sostenible / / Juan José Ariño
| Ventas para emprendedores : todo lo que necesitas saber, gira los resultados de tu emprendimiento por medio de la venta efectiva y sostenible / / Juan José Ariño |
| Autore | Ariño Juan José |
| Pubbl/distr/stampa | Bogotá : , : Ecoe Ediciones, , 2018 |
| Descrizione fisica | 1 recurso en línea (216 páginas) |
| Disciplina | 658.85 |
| Collana | Ciencias empresariales. Management |
| Soggetto topico |
Sales personnel
Sales Entrepreneurship Vendedores Ventas Emprendimiento |
| Soggetto genere / forma | Libros electrónicos. |
| ISBN | 958-771-671-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | spa |
| Record Nr. | UNINA-9910671501403321 |
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Ariño Juan José
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| Bogotá : , : Ecoe Ediciones, , 2018 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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