Compensating New Sales Roles : How to Design Rewards That Work in Todays Selling Environment.

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Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Colletti, Jerome A.
Other Authors: Fiss, Mary S.
Format: Electronic eBook
Language:Inglés
Published: New York : AMACOM, 2001.
Subjects:
Sales personnel > Salaries, etc.
Incentives in industry.
Compensation management.
Salaires > Vendeurs.
Salaires > Gestion.
Compensation management
Incentives in industry
Online Access:Texto completo
Table of Contents:
  • 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.

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