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| List of Illustrations | ||
| Foreword | ||
| Preface | ||
| Acknowledgments | ||
| Pt. 1 | New Market Requirements | 1 |
| Ch. 1 | Why Your Company Requires New Sales Roles | 3 |
| Ch. 2 | Why Sales Compensation Plans Fail - and How Yours Can Succeed | 26 |
| Ch. 3 | How to Adopt New Sales Roles to Win and Retain Satisfied Customers | 49 |
| Pt. 2 | Designing Compensation Plans for New Sales Roles | 77 |
| Ch. 4 | A Blueprint for Linking Compensation to New Sales Roles | 79 |
| Ch. 5 | What to Expect and How to Measure Success in New Sales Roles | 99 |
| Ch. 6 | Designing Compensation Plans for New Sales Roles | 135 |
| Ch. 7 | Compensating Telechannel Jobs | 172 |
| Ch. 8 | Compensating Sales Support Staff | 202 |
| Ch. 9 | Compensating Sellers and Teams for Large Sales | 217 |
| Ch. 10 | Compensating Sales Managers and Team Leaders | 244 |
| Pt. 3 | Implementing New Plans Successfully | 273 |
| Ch. 11 | Tackling Some of the More Challenging Design Issues | 275 |
| Ch. 12 | How to Introduce Compensation Plans for New Sales Roles | 300 |
| Ch. 13 | Evaluating Results under a New Sales Compensation Plan | 324 |
| Ch. 14 | Future Challenges | 345 |
| App. A: Glossary of Terms | 361 | |
| App. B: Illustrative Formal Sales Compensation Plan Document | 365 | |
| App. C: Sales Compensation Audit Checklist | 379 | |
| App. D: Articles of Interest on Sales Compensation | 383 | |
| App. E: Reward and Recognition Questionnaire | 391 | |
| Notes | 397 | |
| Index | 401 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
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Add Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment, In every industry, the traditional sales force is disappearing. Instead, companies that grow and prosper in today's marketplace are redefining their sales roles to meet their customers' needs. How do you create these crucial new roles, and compensate them, Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment to the inventory that you are selling on WonderClubX
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Add Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment, In every industry, the traditional sales force is disappearing. Instead, companies that grow and prosper in today's marketplace are redefining their sales roles to meet their customers' needs. How do you create these crucial new roles, and compensate them, Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment to your collection on WonderClub |