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- catalog contributor b12215643.
- catalog contributor b12215644.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description "Includes bibliographical references (p. 397-399) and index.".
- catalog description "Pt. 1. New Market Requirements -- Ch. 1. Why Your Company Requires New Sales Roles -- Ch. 2. Why Sales Compensation Plans Fail -- and How Yours Can Succeed -- Ch. 3. How to Adopt New Sales Roles to Win and Retain Satisfied Customers -- Pt. 2. Designing Compensation Plans for New Sales Roles -- Ch. 4. A Blueprint for Linking Compensation to New Sales Roles -- Ch. 5. What to Expect and How to Measure Success in New Sales Roles -- Ch. 6. Designing Compensation Plans for New Sales Roles -- Ch. 7. Compensating Telechannel Jobs -- Ch. 8. Compensating Sales Support Staff -- Ch. 9. Compensating Sellers and Teams for Large Sales -- Ch. 10. Compensating Sales Managers and Team Leaders -- Pt. 3. Implementing New Plans Successfully -- Ch. 11. Tackling Some of the More Challenging Design Issues -- Ch. 12. How to Introduce Compensation Plans for New Sales Roles -- Ch. 13. Evaluating Results under a New Sales Compensation Plan -- Ch. 14. Future Challenges.".
- catalog extent "xxiv, 417 p. :".
- catalog identifier "0814471064".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "New York : AMACOM,".
- catalog subject "658.3/22 21".
- catalog subject "Compensation management.".
- catalog subject "HF5439.7 .C646 2001".
- catalog subject "Incentives in industry.".
- catalog subject "Sales personnel Salaries, etc.".
- catalog tableOfContents "Pt. 1. New Market Requirements -- Ch. 1. Why Your Company Requires New Sales Roles -- Ch. 2. Why Sales Compensation Plans Fail -- and How Yours Can Succeed -- Ch. 3. How to Adopt New Sales Roles to Win and Retain Satisfied Customers -- Pt. 2. Designing Compensation Plans for New Sales Roles -- Ch. 4. A Blueprint for Linking Compensation to New Sales Roles -- Ch. 5. What to Expect and How to Measure Success in New Sales Roles -- Ch. 6. Designing Compensation Plans for New Sales Roles -- Ch. 7. Compensating Telechannel Jobs -- Ch. 8. Compensating Sales Support Staff -- Ch. 9. Compensating Sellers and Teams for Large Sales -- Ch. 10. Compensating Sales Managers and Team Leaders -- Pt. 3. Implementing New Plans Successfully -- Ch. 11. Tackling Some of the More Challenging Design Issues -- Ch. 12. How to Introduce Compensation Plans for New Sales Roles -- Ch. 13. Evaluating Results under a New Sales Compensation Plan -- Ch. 14. Future Challenges.".
- catalog title "Compensating new sales roles : how to design rewards that work in today's selling environment / Jerome A. Colletti, Mary S. Fiss.".
- catalog type "text".