00000nam 2200000 4500 INLIS000000000004886 20221110120728 0010-0520004886 221110################|##########|#eng## 978-0-814-47106-4 eng 658.3 658.3 COL c Colletti, Jerome A Compensating New Sales Roles : How to Design Rewards that Work in Today's Selling Environment / Jerome A. Colletti and Mary S. Fiss 2nd Ed. New York : Amacom, 2001 xxiv, 417 p. : : illus. ; 26 cm. Indeks : p.401 - 417 This book guides you to putting together compensation plans that keep your sales staff motivated, happy, and organized in a way that best adapts to today's electronic business realities. The rise of e-commerce has accelerated a fundamental evolution in the way customers buy and the service they expect to receive. Offering practical advice, it still shows you how to: identify the new selling roles that will meet your organization's specific needs; tie sales compensation packages directly to company goals, such as customer loyalty and profit; overcome entrenched roadblocks in the sales organization. It provides a blueprint that allows you to clarify and confirm the new sales accountabilities associated with job in your organization, and to design and implement compensation plans that are aligned with your business objectives. It provides you with concrete advice and guidance on what it takes to realize tangible benefits from new sales roles as early as possible through new approaches in the sales compensation plan. Sales Personnel - Salaries, etc. Incentives in Industry Mary S. Fiss 11443/MKRI/MKRI-P/XI-2008 11444/MKRI/MKRI-P/XI-2008 11444/MKRI/MKRI-P/XI-2008 11443/MKRI/MKRI-P/XI-2008 11443/MKRI/MKRI-P/XI-2008 11444/MKRI/MKRI-P/XI-2008 11444/MKRI/MKRI-P/XI-2008 11443/MKRI/MKRI-P/XI-2008