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Compensating new sales roles : how to design rewards that work in today's selling environment /

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Colletti, Jerome A.
Otros Autores: Fiss, Mary S.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : American Management Association, ©1999.
Temas:
Acceso en línea:Texto completo

MARC

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100 1 |a Colletti, Jerome A. 
245 1 0 |a Compensating new sales roles :  |b how to design rewards that work in today's selling environment /  |c Jerome A. Colletti, Mary S. Fiss ; with Wally Wood. 
246 3 0 |a New sales roles 
260 |a New York :  |b American Management Association,  |c ©1999. 
300 |a 1 online resource (xix, 300) 
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504 |a Includes bibliographical references (pages 281-288) and index. 
505 0 0 |t New Market Requirements --  |t Why Your Company Requires New Sales Roles --  |t How to Create New Sales Roles and "Recharter" Existing Jobs --  |t New Sales Roles: The Key to Business Success --  |t Six New Sales Roles That Improve Interaction with Customers --  |t Transactions versus Relationships: How to Help Your Company Implement New Sales Roles --  |t Three Key Elements of the Customer Relationship Management Model --  |t Four Telltale Symptoms That a Company Needs New Sales Roles --  |t How Your Company Can Benefit from Investing in New Sales Roles --  |t Three Critical Compensation Challenges --  |t Why Sales Compensation Plans Fail--and How Yours Can Succeed --  |t Four Integral Parts of a Dynamic Sales Compensation Plan --  |t How a New Sales Compensation Plan Can Help Improve Products, Service, and Cost Performance --  |t Five Positive Outcomes of a Successful Sales Compensation Plan --  |t Five Reasons Why Sales Compensation Plans Fail --  |t Can You Fix a Failed Sales Compensation Plan? --  |t How to Help Your Company Make the Transition from a Failed Plan to a New Plan --  |t How to Adopt New Sales Roles to Win and Retain Satisfied Customers --  |t Compensation Is the Caboose, Not the Engine --  |t The Sales Strategy Matrix: An Essential Tool for Aligning Sales Jobs with Company Objectives --  |t How Companies Deploy New Sales Roles --  |t The Five W's for Creating New Sales Roles in Your Company --  |t Using the Five W's to Get Results: A Case Example --  |t Five Steps for Initiating Productive New Sales Roles --  |t New Sales Roles in America's Best Sales Forces --  |t Designing Compensation Plans for New Sales Roles. 
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650 0 |a Sales personnel  |x Salaries, etc. 
650 0 |a Incentives in industry. 
650 0 |a Compensation management. 
650 6 |a Salaires  |x Vendeurs. 
650 6 |a Salaires  |x Gestion. 
650 7 |a BUSINESS & ECONOMICS  |x Workplace Culture.  |2 bisacsh 
650 7 |a BUSINESS & ECONOMICS  |x Human Resources & Personnel Management.  |2 bisacsh 
650 7 |a Compensation management  |2 fast 
650 7 |a Incentives in industry  |2 fast 
650 7 |a Sales personnel  |x Salaries, etc.  |2 fast 
700 1 |a Fiss, Mary S. 
776 0 8 |i Print version:  |a Colletti, Jerome A.  |t Compensating new sales roles.  |d New York : American Management Association, ©1999  |z 0814404367  |w (DLC) 98041831  |w (OCoLC)39763437 
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