Compensating new sales roles : how to design rewards that work in today's selling environment
Jerome A. Colletti, Mary S. Fiss
| Year of publication: |
c2001 ; 2nd ed
|
|---|---|
| Authors: | Colletti, Jerome A. |
| Other Persons: | Fiss, Mary S. (contributor) |
| Publisher: |
New York : AMACOM |
| Subject: | Verkauf | Selling | Verkaufspersonal | Salespeople | Vergütungssystem | Compensation system | Leistungsentgelt | Performance pay |
| Description of contents: |
Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan
Table of Contents [gbv.de]
|
| Extent: | Online-Ressource (xxiv, 417 p) ill 26 cm |
|---|---|
| Type of publication: | Book / Working Paper |
| Language: | English |
| Notes: | Includes bibliographical references (p. 397-399) and index Preliminaries; CONTENTS; Chapter 1 Why Your Company Requires New Sales Roles; Chapter 2 Why Sales Compensation Plans Fail; Chapter 3 How to Adopt New Sales Roles to Win and Retain Satisfied Customers; Chapter 4 A Blueprint for Linking Compensation to New Sales Roles; Chapter 5 What to Expect and How to Measure Success in New Sales Roles; Chapter 6 Designing Compensation Plans for New Sales Roles; Chapter 7 Compensating Telechannel Jobs; Chapter 8 Compensating Sales Support Staff; Chapter 9 Compensating Sellers and Teams for Large Sales; Chapter 10 Compensating Sales Managers and Team Leaders Chapter 11 Tackling Some of the More Challenging Design IssuesChapter 12 How to Introduce Compensation Plans for New Sales Roles; Chapter 13 Evaluating Results under a New Sales Compensation Plan; Chapter 14 Future Challenges; Appendices; Notes; Index Electronic reproduction; Available via World Wide Web |
| ISBN: | 0-8144-7106-4 ; 978-0-8144-7106-7 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012673340