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Compensating new sales roles : how to design rewards that work in today's selling environment

Author: Jerome A Colletti; Mary S Fiss
Publisher: New York : AMACOM, ©2001.
Edition/Format:   Print book : English : 2nd edView all editions and formats
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Document Type: Book
All Authors / Contributors: Jerome A Colletti; Mary S Fiss
ISBN: 0814471064 9780814471067
OCLC Number: 45804714
Description: xxiv, 417 pages : illustrations ; 26 cm
Contents: Pt. 1. New Market Requirements --
Ch. 1. Why Your Company Requires New Sales Roles --
Ch. 2. Why Sales Compensation Plans Fail --
and How Yours Can Succeed --
Ch. 3. How to Adopt New Sales Roles to Win and Retain Satisfied Customers --
Pt. 2. Designing Compensation Plans for New Sales Roles --
Ch. 4. A Blueprint for Linking Compensation to New Sales Roles --
Ch. 5. What to Expect and How to Measure Success in New Sales Roles --
Ch. 6. Designing Compensation Plans for New Sales Roles --
Ch. 7. Compensating Telechannel Jobs --
Ch. 8. Compensating Sales Support Staff --
Ch. 9. Compensating Sellers and Teams for Large Sales --
Ch. 10. Compensating Sales Managers and Team Leaders --
Pt. 3. Implementing New Plans Successfully --
Ch. 11. Tackling Some of the More Challenging Design Issues --
Ch. 12. How to Introduce Compensation Plans for New Sales Roles --
Ch. 13. Evaluating Results under a New Sales Compensation Plan --
Ch. 14. Future Challenges.
Responsibility: Jerome A. Colletti, Mary S. Fiss.

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