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980825s1999 nyu ob 001 0 eng d |
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|a UAMI
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|a Colletti, Jerome A.
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|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.
|
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|a New sales roles
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| 260 |
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|a New York :
|b American Management Association,
|c ©1999.
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| 300 |
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|a 1 online resource (xix, 300)
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
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|a computer
|b c
|2 rdamedia
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| 338 |
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|a online resource
|b cr
|2 rdacarrier
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| 504 |
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|a Includes bibliographical references (pages 281-288) and index.
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|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.
|
| 588 |
0 |
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|a Print version record.
|
| 590 |
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|a eBooks on EBSCOhost
|b EBSCO eBook Subscription Academic Collection - Worldwide
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| 650 |
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0 |
|a Sales personnel
|x Salaries, etc.
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| 650 |
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|a Incentives in industry.
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| 650 |
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|a Compensation management.
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| 650 |
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6 |
|a Salaires
|x Vendeurs.
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| 650 |
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6 |
|a Salaires
|x Gestion.
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| 650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Workplace Culture.
|2 bisacsh
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| 650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Human Resources & Personnel Management.
|2 bisacsh
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| 650 |
|
7 |
|a Compensation management
|2 fast
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| 650 |
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7 |
|a Incentives in industry
|2 fast
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| 650 |
|
7 |
|a Sales personnel
|x Salaries, etc.
|2 fast
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| 700 |
1 |
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|a Fiss, Mary S.
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| 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
|
| 856 |
4 |
0 |
|u https://ebsco.uam.elogim.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2910
|z Texto completo
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|a BATCHLOAD
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|b EBSC
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|a Internet Archive
|b INAR
|n compensatingnews00coll
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| 938 |
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|a YBP Library Services
|b YANK
|n 2303872
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|a 92
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