Compensating new sales roles :: how to design rewards that work in today's selling environment /
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Weitere Verfasser: | |
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
American Management Association,
©1999.
|
| Schlagworte: | |
| Online-Zugang: | DE-862 DE-863 |
| Beschreibung: | 1 online resource (xix, 300) |
| Bibliographie: | Includes bibliographical references (pages 281-288) and index. |
| ISBN: | 0585040079 9780585040073 |
Internformat
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| 100 | 1 | |a Colletti, Jerome A. | |
| 245 | 1 | 0 | |a Compensating new sales roles : |b how to design rewards that work in today's selling environment / |c Jerome A. Colletti, Mary S. Fiss ; with Wally Wood. |
| 246 | 3 | 0 | |a New sales roles |
| 260 | |a New York : |b American Management Association, |c ©1999. | ||
| 300 | |a 1 online resource (xix, 300) | ||
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| 504 | |a Includes bibliographical references (pages 281-288) and index. | ||
| 505 | 0 | 0 | |t New Market Requirements -- |t Why Your Company Requires New Sales Roles -- |t How to Create New Sales Roles and "Recharter" Existing Jobs -- |t New Sales Roles: The Key to Business Success -- |t Six New Sales Roles That Improve Interaction with Customers -- |t Transactions versus Relationships: How to Help Your Company Implement New Sales Roles -- |t Three Key Elements of the Customer Relationship Management Model -- |t Four Telltale Symptoms That a Company Needs New Sales Roles -- |t How Your Company Can Benefit from Investing in New Sales Roles -- |t Three Critical Compensation Challenges -- |t Why Sales Compensation Plans Fail--and How Yours Can Succeed -- |t Four Integral Parts of a Dynamic Sales Compensation Plan -- |t How a New Sales Compensation Plan Can Help Improve Products, Service, and Cost Performance -- |t Five Positive Outcomes of a Successful Sales Compensation Plan -- |t Five Reasons Why Sales Compensation Plans Fail -- |t Can You Fix a Failed Sales Compensation Plan? -- |t How to Help Your Company Make the Transition from a Failed Plan to a New Plan -- |t How to Adopt New Sales Roles to Win and Retain Satisfied Customers -- |t Compensation Is the Caboose, Not the Engine -- |t The Sales Strategy Matrix: An Essential Tool for Aligning Sales Jobs with Company Objectives -- |t How Companies Deploy New Sales Roles -- |t The Five W's for Creating New Sales Roles in Your Company -- |t Using the Five W's to Get Results: A Case Example -- |t Five Steps for Initiating Productive New Sales Roles -- |t New Sales Roles in America's Best Sales Forces -- |t Designing Compensation Plans for New Sales Roles. |
| 588 | 0 | |a Print version record. | |
| 650 | 0 | |a Sales personnel |x Salaries, etc. |0 http://id.loc.gov/authorities/subjects/sh85116735 | |
| 650 | 0 | |a Incentives in industry. |0 http://id.loc.gov/authorities/subjects/sh85064738 | |
| 650 | 0 | |a Compensation management. |0 http://id.loc.gov/authorities/subjects/sh85029327 | |
| 650 | 6 | |a Salaires |x Vendeurs. | |
| 650 | 6 | |a Salaires |x Gestion. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Workplace Culture. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Human Resources & Personnel Management. |2 bisacsh | |
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| 650 | 7 | |a Incentives in industry |2 fast | |
| 650 | 7 | |a Sales personnel |x Salaries, etc. |2 fast | |
| 700 | 1 | |a Fiss, Mary S. | |
| 758 | |i has work: |a Compensating New Sales Roles [electronic resource] (Text) |1 https://id.oclc.org/worldcat/entity/E39PD3frfdQVDVqhx9TTdDb7d3 |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Colletti, Jerome A. |t Compensating new sales roles. |d New York : American Management Association, ©1999 |z 0814404367 |w (DLC) 98041831 |w (OCoLC)39763437 |
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Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBA-ocm42330636 |
|---|---|
| _version_ | 1829094555400536064 |
| adam_text | |
| any_adam_object | |
| author | Colletti, Jerome A. |
| author2 | Fiss, Mary S. |
| author2_role | |
| author2_variant | m s f ms msf |
| author_facet | Colletti, Jerome A. Fiss, Mary S. |
| author_role | |
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| building | Verbundindex |
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| collection | ZDB-4-EBA |
| contents | 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. |
| ctrlnum | (OCoLC)42330636 |
| dewey-full | 658.3/22 |
| 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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| id | ZDB-4-EBA-ocm42330636 |
| illustrated | Not Illustrated |
| indexdate | 2025-04-11T08:34:59Z |
| institution | BVB |
| isbn | 0585040079 9780585040073 |
| language | English |
| oclc_num | 42330636 |
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| spelling | Colletti, Jerome A. 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 resource (xix, 300) text txt rdacontent computer c rdamedia online resource 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. Print version record. Sales personnel Salaries, etc. http://id.loc.gov/authorities/subjects/sh85116735 Incentives in industry. http://id.loc.gov/authorities/subjects/sh85064738 Compensation management. http://id.loc.gov/authorities/subjects/sh85029327 Salaires Vendeurs. Salaires Gestion. BUSINESS & ECONOMICS Workplace Culture. bisacsh BUSINESS & ECONOMICS Human Resources & Personnel Management. bisacsh Compensation management fast Incentives in industry fast Sales personnel Salaries, etc. fast Fiss, Mary S. has work: Compensating New Sales Roles [electronic resource] (Text) https://id.oclc.org/worldcat/entity/E39PD3frfdQVDVqhx9TTdDb7d3 https://id.oclc.org/worldcat/ontology/hasWork Print version: Colletti, Jerome A. Compensating new sales roles. New York : American Management Association, ©1999 0814404367 (DLC) 98041831 (OCoLC)39763437 |
| spellingShingle | Colletti, Jerome A. Compensating new sales roles : how to design rewards that work in today's selling environment / 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. Sales personnel Salaries, etc. http://id.loc.gov/authorities/subjects/sh85116735 Incentives in industry. http://id.loc.gov/authorities/subjects/sh85064738 Compensation management. http://id.loc.gov/authorities/subjects/sh85029327 Salaires Vendeurs. Salaires Gestion. BUSINESS & ECONOMICS Workplace Culture. bisacsh BUSINESS & ECONOMICS Human Resources & Personnel Management. bisacsh Compensation management fast Incentives in industry fast Sales personnel Salaries, etc. fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85116735 http://id.loc.gov/authorities/subjects/sh85064738 http://id.loc.gov/authorities/subjects/sh85029327 |
| title | Compensating new sales roles : how to design rewards that work in today's selling environment / |
| title_alt | New sales roles 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. |
| 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 | Sales personnel Salaries, etc. http://id.loc.gov/authorities/subjects/sh85116735 Incentives in industry. http://id.loc.gov/authorities/subjects/sh85064738 Compensation management. http://id.loc.gov/authorities/subjects/sh85029327 Salaires Vendeurs. Salaires Gestion. BUSINESS & ECONOMICS Workplace Culture. bisacsh BUSINESS & ECONOMICS Human Resources & Personnel Management. bisacsh Compensation management fast Incentives in industry fast Sales personnel Salaries, etc. fast |
| topic_facet | Sales personnel Salaries, etc. Incentives in industry. Compensation management. Salaires Vendeurs. Salaires Gestion. BUSINESS & ECONOMICS Workplace Culture. BUSINESS & ECONOMICS Human Resources & Personnel Management. Compensation management Incentives in industry |
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