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Compensating the sales force : a practical guide to designing winning sales reward programs /
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
[2018]
|
| Edición: | Third edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- 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
- 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
- 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
- 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
- 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