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180103s2018 nyua ob 001 0 eng d |
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| 019 |
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|a 1164491225
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|a 9781260026825
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|a 1260026825
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|z 9781260026818
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1 |
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|a (OCoLC)1017738670
|z (OCoLC)1164491225
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|a CL0500000921
|b Safari Books Online
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|a 69B96561-1AB7-4C56-8A82-4D313E07644E
|b OverDrive, Inc.
|n http://www.overdrive.com
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|a 658.80068/3
|2 23
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Cichelli, David J.,
|e author.
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| 245 |
1 |
0 |
|a Compensating the sales force :
|b a practical guide to designing winning sales reward programs /
|c David J. Cichelli.
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| 250 |
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|a Third edition.
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| 264 |
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1 |
|a New York :
|b McGraw-Hill,
|c [2018]
|
| 264 |
|
4 |
|c Ã2018
|
| 300 |
|
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|a 1 online resource (1 volume) :
|b illustrations
|
| 336 |
|
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|a text
|b txt
|2 rdacontent
|
| 337 |
|
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|a computer
|b c
|2 rdamedia
|
| 338 |
|
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|a online resource
|b cr
|2 rdacarrier
|
| 504 |
|
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|a Includes bibliographical references and index.
|
| 588 |
0 |
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|a Print version record.
|
| 505 |
0 |
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|a Cover -- Title Page -- Copyright Page -- Dedication -- Contents -- Acknowledgments -- Preface -- Introduction -- 1. Why Sales Compensation? -- The Role of the Sales Force -- Why Sales Compensation Works -- The Power of Sales Compensation -- Job Content-The Source of Sales Compensation Design -- Sales Jobs and Sales Process -- Sales Compensation-Paying for the Point of Persuasion -- Sales Force Obsolescence and Sales Compensation -- The Impact of Customer Relationship Management -- What Can Go Wrong? -- Summary -- 2. Sales Compensation Fundamentals -- Variable Compensation Models
|
| 505 |
8 |
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|a Income Producers versus Sales Representatives -- About Sales Compensation Concepts -- Sales Compensation Design Elements for Sales Representatives -- Eligibility -- Target Total Cash Compensation -- Pay Mix and Leverage -- Performance Measures and Weights -- Quota Distribution -- Performance Range -- Performance and Payment Periods -- Summary -- 3. Who Owns Sales Compensation? -- Sales Compensation Program Ownership -- Program Accountabilities -- Assignment of Program Accountabilities-Large Sales Organizations -- Using Committees -- Sales Compensation-The Process Manager -- Summary
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| 505 |
8 |
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|a 4. Why Job Content Drives Sales Compensation Design -- Job Content Drives Sales Compensation Design -- Sales Job Components -- Sales Job Type Inventory -- Job Levels -- Job Design Errors -- Sales Compensation Practices by Job Types -- Summary -- 5. Formula Types -- Types of Plans -- Illustrating Formula Payouts with Sales Compensation Formula Graphs -- Unit Rate Plans -- Target Pay Incentive Plans: Commission versus Bonus -- Target Incentive Plans: Commission Formula -- About Link Designs -- Bonus Formula: Providing Equal Earning Opportunities When Territories Are Dissimilar in Size
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| 505 |
8 |
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|a Target Bonus Plans -- Bonus-Calculation Basis -- Special Designs -- Add-On Plans -- Base Salaries -- Summary -- 6. Formula Construction -- Fundamentals of Sales Compensation Formulas -- The Economics of Income Producers -- Advanced Thinking about Income Producer Commission Rates -- Constructing Sales Representative Formula -- Formula Construction Worksheets -- Summary -- 7. Plan Cost Modeling -- Modeling Objectives -- Successful Plan Modeling Steps -- Summary -- 8. Support Programs: Territories, Quotas, and Crediting -- Territory Configuration -- Quota Management -- Sales Crediting -- Summary
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| 505 |
8 |
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|a 9. Employment Status and Pay Implications -- New Hires -- Lateral Transfers -- Promotions -- Involuntary Terminations -- Resignations -- Leave of Absence -- Vacation Treatment -- Temporarily Assigned Accounts -- Summary -- 10. Difficult-to-Compensate Sales Jobs -- Channel Sales Representative -- Long Sales Cycle Mega-Order Seller -- Business Development Specification Seller -- Strategic Account Manager -- Pursuit Team -- New Account Seller -- Account Manager -- Overlay Specialist -- New Hire -- Branch Manager -- House Account Manager -- Sell and Deliver Service Provider -- Merchandiser -- Summary
|
| 590 |
|
|
|a O'Reilly
|b O'Reilly Online Learning: Academic/Public Library Edition
|
| 650 |
|
0 |
|a Sales personnel
|x Salaries, etc.
|
| 650 |
|
0 |
|a Incentives in industry.
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| 650 |
|
0 |
|a Bonuses (Employee fringe benefits)
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| 650 |
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0 |
|a Compensation management.
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| 650 |
|
6 |
|a Salaires
|x Vendeurs.
|
| 650 |
|
6 |
|a Primes d'entreprise.
|
| 650 |
|
6 |
|a Salaires
|x Gestion.
|
| 650 |
|
7 |
|a Bonuses (Employee fringe benefits)
|2 fast
|0 (OCoLC)fst00836107
|
| 650 |
|
7 |
|a Compensation management.
|2 fast
|0 (OCoLC)fst00871412
|
| 650 |
|
7 |
|a Incentives in industry.
|2 fast
|0 (OCoLC)fst00968514
|
| 650 |
|
7 |
|a Sales personnel
|x Salaries, etc.
|2 fast
|0 (OCoLC)fst01103858
|
| 776 |
0 |
8 |
|i Print version:
|a Cichelli, David J.
|t Compensating the sales force.
|b Third edition.
|d New York : McGraw-Hill, [2018]
|z 9781260026818
|w (DLC) 2017025064
|w (OCoLC)995842934
|
| 856 |
4 |
0 |
|u https://learning.oreilly.com/library/view/~/9781260026825/?ar
|z Texto completo (Requiere registro previo con correo institucional)
|
| 938 |
|
|
|a ProQuest Ebook Central
|b EBLB
|n EBL6255498
|
| 938 |
|
|
|a YBP Library Services
|b YANK
|n 16842460
|
| 994 |
|
|
|a 92
|b IZTAP
|
