| Edition |
2nd ed. |
| Description |
1 online resource (xxiv, 417 pages) : charts, forms |
| Physical Medium |
polychrome |
| Description |
text file |
| 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. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Sales personnel -- Salaries, etc.
|
|
Sales personnel -- Salaries, etc. |
|
Incentives in industry.
|
|
Incentives in industry. |
|
Compensation management.
|
|
Compensation management. |
| Genre/Form |
Electronic books.
|
| 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 book) |
|
9780814426203 (electronic book) |
|
9780814471067 |
|
0814471064 |
|
