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Compensating New Sales Roles

How to Design Rewards That Work in Today’s Selling Environment

Compensating New Sales Roles by Jerome A. Colletti
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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.
AMACOM; June 2001
443 pages; ISBN 9780814426203
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Title: Compensating New Sales Roles
Author: Jerome A. Colletti; Mary S. Fiss