Compensating new sales roles: how to design rewards that work in today's selling environment
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York
American Management Association
©1999
|
| Schlagworte: | |
| Online-Zugang: | FAW01 FAW02 Volltext |
| Beschreibung: | Includes bibliographical references (pages 281-288) and index New Market Requirements -- - Why Your Company Requires New Sales Roles -- - How to Create New Sales Roles and "Recharter" Existing Jobs -- - New Sales Roles: The Key to Business Success -- - Six New Sales Roles That Improve Interaction with Customers -- - Transactions versus Relationships: How to Help Your Company Implement New Sales Roles -- - Three Key Elements of the Customer Relationship Management Model -- - Four Telltale Symptoms That a Company Needs New Sales Roles -- - How Your Company Can Benefit from Investing in New Sales Roles -- - Three Critical Compensation Challenges -- - Why Sales Compensation Plans Fail--and How Yours Can Succeed -- - Four Integral Parts of a Dynamic Sales Compensation Plan -- - How a New Sales Compensation Plan Can Help Improve Products, Service, and Cost Performance -- - Five Positive Outcomes of a Successful Sales Compensation Plan -- - Five Reasons Why Sales Compensation Plans Fail -- - Can You Fix a Failed Sales Compensation Plan? -- - How to Help Your Company Make the Transition from a Failed Plan to a New Plan -- - How to Adopt New Sales Roles to Win and Retain Satisfied Customers -- - Compensation Is the Caboose, Not the Engine -- - The Sales Strategy Matrix: An Essential Tool for Aligning Sales Jobs with Company Objectives -- - How Companies Deploy New Sales Roles -- - The Five W's for Creating New Sales Roles in Your Company -- - Using the Five W's to Get Results: A Case Example -- - Five Steps for Initiating Productive New Sales Roles -- - New Sales Roles in America's Best Sales Forces -- - Designing Compensation Plans for New Sales Roles |
| Beschreibung: | 1 Online-Ressource (xix, 300) |
| ISBN: | 0585040079 0814404367 9780585040073 |
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Datensatz im Suchindex
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| author | Colletti, Jerome A. |
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| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.3/22 |
| dewey-search | 658.3/22 |
| dewey-sort | 3658.3 222 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| isbn | 0585040079 0814404367 9780585040073 |
| language | English |
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| spelling | Colletti, Jerome A. Verfasser aut Compensating new sales roles how to design rewards that work in today's selling environment Jerome A. Colletti, Mary S. Fiss ; with Wally Wood New sales roles New York American Management Association ©1999 1 Online-Ressource (xix, 300) txt rdacontent c rdamedia cr rdacarrier Includes bibliographical references (pages 281-288) and index New Market Requirements -- - Why Your Company Requires New Sales Roles -- - How to Create New Sales Roles and "Recharter" Existing Jobs -- - New Sales Roles: The Key to Business Success -- - Six New Sales Roles That Improve Interaction with Customers -- - Transactions versus Relationships: How to Help Your Company Implement New Sales Roles -- - Three Key Elements of the Customer Relationship Management Model -- - Four Telltale Symptoms That a Company Needs New Sales Roles -- - How Your Company Can Benefit from Investing in New Sales Roles -- - Three Critical Compensation Challenges -- - Why Sales Compensation Plans Fail--and How Yours Can Succeed -- - Four Integral Parts of a Dynamic Sales Compensation Plan -- - How a New Sales Compensation Plan Can Help Improve Products, Service, and Cost Performance -- - Five Positive Outcomes of a Successful Sales Compensation Plan -- - Five Reasons Why Sales Compensation Plans Fail -- - Can You Fix a Failed Sales Compensation Plan? -- - How to Help Your Company Make the Transition from a Failed Plan to a New Plan -- - How to Adopt New Sales Roles to Win and Retain Satisfied Customers -- - Compensation Is the Caboose, Not the Engine -- - The Sales Strategy Matrix: An Essential Tool for Aligning Sales Jobs with Company Objectives -- - How Companies Deploy New Sales Roles -- - The Five W's for Creating New Sales Roles in Your Company -- - Using the Five W's to Get Results: A Case Example -- - Five Steps for Initiating Productive New Sales Roles -- - New Sales Roles in America's Best Sales Forces -- - Designing Compensation Plans for New Sales Roles BUSINESS & ECONOMICS / Workplace Culture bisacsh BUSINESS & ECONOMICS / Human Resources & Personnel Management bisacsh Compensation management fast Incentives in industry fast Sales personnel / Salaries, etc fast Wirtschaft Sales personnel Salaries, etc Incentives in industry Compensation management Fiss, Mary S. Sonstige oth http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=2910 Aggregator Volltext |
| spellingShingle | Colletti, Jerome A. Compensating new sales roles how to design rewards that work in today's selling environment BUSINESS & ECONOMICS / Workplace Culture bisacsh BUSINESS & ECONOMICS / Human Resources & Personnel Management bisacsh Compensation management fast Incentives in industry fast Sales personnel / Salaries, etc fast Wirtschaft Sales personnel Salaries, etc Incentives in industry Compensation management |
| title | Compensating new sales roles how to design rewards that work in today's selling environment |
| title_alt | New sales roles |
| title_auth | Compensating new sales roles how to design rewards that work in today's selling environment |
| title_exact_search | Compensating new sales roles how to design rewards that work in today's selling environment |
| title_full | Compensating new sales roles how to design rewards that work in today's selling environment Jerome A. Colletti, Mary S. Fiss ; with Wally Wood |
| title_fullStr | Compensating new sales roles how to design rewards that work in today's selling environment Jerome A. Colletti, Mary S. Fiss ; with Wally Wood |
| title_full_unstemmed | Compensating new sales roles how to design rewards that work in today's selling environment Jerome A. Colletti, Mary S. Fiss ; with Wally Wood |
| title_short | Compensating new sales roles |
| title_sort | compensating new sales roles how to design rewards that work in today s selling environment |
| title_sub | how to design rewards that work in today's selling environment |
| topic | BUSINESS & ECONOMICS / Workplace Culture bisacsh BUSINESS & ECONOMICS / Human Resources & Personnel Management bisacsh Compensation management fast Incentives in industry fast Sales personnel / Salaries, etc fast Wirtschaft Sales personnel Salaries, etc Incentives in industry Compensation management |
| topic_facet | BUSINESS & ECONOMICS / Workplace Culture BUSINESS & ECONOMICS / Human Resources & Personnel Management Compensation management Incentives in industry Sales personnel / Salaries, etc Wirtschaft Sales personnel Salaries, etc |
| url | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=2910 |
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