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Compensating new sales roles : how to design rewards that work in today's selling environment / Jerome A. Colletti, Mary S. Fiss.
- Format:
- Book
- Author/Creator:
- Colletti, Jerome A.
- Language:
- English
- Subjects (All):
- Sales personnel--Salaries, etc.
- Sales personnel.
- Incentives in industry.
- Compensation management.
- Physical Description:
- 1 online resource (443 pages)
- Edition:
- 2nd ed.
- Place of Publication:
- New York : AMACOM, c2001.
- Language Note:
- English
- System Details:
- text file
- Summary:
- Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.
- Contents:
- 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
- Notes:
- Description based upon print version of record.
- Includes bibliographical references (p. 397-399) and index.
- ISBN:
- 9780814426203
- 0814426204
- OCLC:
- 475962435
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