Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment - Couverture rigide

Colletti, Jerome; Fiss, Mary

Couverture rigide

ISBN 10 : 0814404367 ISBN 13 : 9780814404362

Editeur : Amacom, 1999

Synopsis

This guide explains why sales forces are evolving, which jobs need to be redefined, how to design and implement a state-of-the-art compensation plan for new sales roles, and how to measure the success of the plan.

A propos du livre

Présentation de l'éditeur

"With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark Compensating New Sales Roles explains:

* How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis

* How to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively--regardless of sales channels

* How to compensate sales staffs in telesales and teleweb operations--the fastest growing fields of selling.

Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals, business owners, and sales executives."

Biographie de l'auteur

Jerome A. Colletti and Mary S. Fiss (Scottsdale, AZ) are partners in Colletti-Fiss, LLC, a management consulting firm that helps companies develop and implement compensation solutions for strategically important sales situations. They have provided advice to many Fortune 500 companies.

Détails de l'édition

• Éditeur: Amacom
• Date d'édition: 1999
• Langue: anglais
• ISBN 10: 0814404367
• ISBN 13: 9780814404362
• Reliure: Relié
• Nombre de pages: 300
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible