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Bestseller
BestsellerE-Book
Author Colletti, Jerome A.

Title Compensating new sales roles : how to design rewards that work in today's selling environment / Jerome A. Colletti, Mary S. Fiss.

Publication Info. New York : AMACOM, 2001.

Copies

Location Call No. Status
 Rocky Hill - Downloadable Materials  EBSCO Ebook    Downloadable
Rocky Hill cardholders click here to access this title from EBSCO
Edition 2nd ed.
Description 1 online resource (xxiv, 417 pages) : charts, forms
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.
Note Print version record.
Subject Sales personnel -- Salaries, etc.
Incentives in industry.
Compensation management.
BUSINESS & ECONOMICS -- Workplace Culture.
BUSINESS & ECONOMICS -- Human Resources & Personnel Management.
Compensation management. (OCoLC)fst00871412
Incentives in industry. (OCoLC)fst00968514
Sales personnel -- Salaries, etc. (OCoLC)fst01103858
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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