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.

Détails bibliographiques
Cote:Libro Electrónico
Auteur principal: Colletti, Jerome A.
Autres auteurs: Fiss, Mary S.
Format: Électronique eBook
Langue:Inglés
Publié: New York : AMACOM, 2001.
Sujets:
Sales personnel > Salaries, etc.
Incentives in industry.
Compensation management.
Salaires > Vendeurs.
Salaires > Gestion.
Compensation management
Incentives in industry
Accès en ligne:Texto completo
Table des matières:
  • 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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