| Description |
1 online resource (xxiv, 417 pages) : charts, forms |
| Physical Medium |
polychrome. rdacc http://rdaregistry.info/termList/RDAColourContent/1003 |
| Description |
text file rdaft http://rdaregistry.info/termList/fileType/1002 |
| Bibliography |
Includes bibliographical references (pages 397-399) and index. |
| 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. |
| Summary |
Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan. |
| Subject |
Sales personnel -- Salaries, etc.
|
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Incentives in industry.
|
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Compensation management.
|
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Salaires -- Vendeurs. |
|
Salaires -- Gestion. |
|
Compensation management |
|
Incentives in industry |
|
Sales personnel -- Salaries, etc. |
| Added Author |
Fiss, Mary S.
|
| Other Form: |
Print version: Colletti, Jerome A. Compensating new sales roles. 2nd ed. New York : AMACOM, 2001 0814471064 (DLC) 2001018865 (OCoLC)45804714 |
| ISBN |
0814426204 (electronic bk.) |
|
9780814426203 (electronic bk.) |
|
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