Compensating new sales roles : how to design rewards that work in today's selling environment /
Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.
Call Number: | Libro Electrónico |
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Main Author: | |
Other Authors: | |
Format: | Electronic eBook |
Language: | Inglés |
Published: |
New York :
AMACOM,
2001.
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Edition: | 2nd ed. |
Subjects: | |
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.