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Jerome A. Colletti, Mary S. Fiss "Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment"
AMACOM | 2001-05 | ISBN: 0814471064 | 448 pages | PDF | 1,4 MB
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 adequately? This brand new book is your ideal guide. It not only gets you off to the best possible start - by helping you to continuously create new sales roles to increase sales, profits, productivity, and customer satisfaction - but it also gives you the ability to continuously redesign your sales compensation plans quickly to meet and anticipate new and emerging business realities. With numerous real-life examples drawn from the authors' extensive consulting experience, Compensating New Sales Roles is a gold mine of information on how successful companies are redefining their customer relationships and how their salespeople do business.
No Mirror(s) Please!