Compensating new sales roles : how to design rewards that work in today's 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.
Edition:2nd ed.
Subjects:
Sales personnel > Salaries, etc.
Incentives in industry.
Compensation management.
Salaires > Vendeurs.
Salaires > Gestion.
BUSINESS & ECONOMICS > Workplace Culture.
BUSINESS & ECONOMICS > Human Resources & Personnel Management.
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • New Market Requirements
  • Why Your Company Requires New Sales Roles
  • Why Sales Compensation Plans Fail, and How Yours Can Succeed
  • How to Adopt New Sales Roles to Win and Retain Satisfied Customers
  • Designing Compensation Plans for New Sales Roles
  • A Blueprint for Linking Compensation to New Sales Roles
  • What to Expect and How to Measure Success in New Sales Roles
  • Designing Compensation Plans for New Sales Roles
  • Compensating Telechannel Jobs
  • Compensating Sales Support Staff
  • Compensating Sellers and Teams for Large Sales
  • Compensating Sales Managers and Team Leaders
  • Implementing New Plans Successfully
  • Tackling Some of the More Challenging Design Issues
  • how to Introduce Compensation Plans for New Sales Roles
  • Evaluating Results under a New Sales Compensation Plan
  • Future Challenges.

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