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210123 ||| eng |
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|a 9781260026825
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| 050 |
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4 |
|a HF5439.7
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| 100 |
1 |
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|a Cichelli, David J.
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| 245 |
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|a Compensating the sales force
|b a practical guide to designing winning sales reward programs
|c David J. Cichelli
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| 250 |
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|a Third edition
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| 260 |
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|a New York
|b McGraw-Hill
|c 2018
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| 300 |
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|a 1 volume
|b illustrations
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| 505 |
0 |
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|a Income Producers versus Sales Representatives -- About Sales Compensation Concepts -- Sales Compensation Design Elements for Sales Representatives -- Eligibility -- Target Total Cash Compensation -- Pay Mix and Leverage -- Performance Measures and Weights -- Quota Distribution -- Performance Range -- Performance and Payment Periods -- Summary -- 3. Who Owns Sales Compensation? -- Sales Compensation Program Ownership -- Program Accountabilities -- Assignment of Program Accountabilities-Large Sales Organizations -- Using Committees -- Sales Compensation-The Process Manager -- Summary
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|a Includes bibliographical references and index
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| 505 |
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|a 4. Why Job Content Drives Sales Compensation Design -- Job Content Drives Sales Compensation Design -- Sales Job Components -- Sales Job Type Inventory -- Job Levels -- Job Design Errors -- Sales Compensation Practices by Job Types -- Summary -- 5. Formula Types -- Types of Plans -- Illustrating Formula Payouts with Sales Compensation Formula Graphs -- Unit Rate Plans -- Target Pay Incentive Plans: Commission versus Bonus -- Target Incentive Plans: Commission Formula -- About Link Designs -- Bonus Formula: Providing Equal Earning Opportunities When Territories Are Dissimilar in Size
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|a 9. Employment Status and Pay Implications -- New Hires -- Lateral Transfers -- Promotions -- Involuntary Terminations -- Resignations -- Leave of Absence -- Vacation Treatment -- Temporarily Assigned Accounts -- Summary -- 10. Difficult-to-Compensate Sales Jobs -- Channel Sales Representative -- Long Sales Cycle Mega-Order Seller -- Business Development Specification Seller -- Strategic Account Manager -- Pursuit Team -- New Account Seller -- Account Manager -- Overlay Specialist -- New Hire -- Branch Manager -- House Account Manager -- Sell and Deliver Service Provider -- Merchandiser -- Summary
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|a Cover -- Title Page -- Copyright Page -- Dedication -- Contents -- Acknowledgments -- Preface -- Introduction -- 1. Why Sales Compensation? -- The Role of the Sales Force -- Why Sales Compensation Works -- The Power of Sales Compensation -- Job Content-The Source of Sales Compensation Design -- Sales Jobs and Sales Process -- Sales Compensation-Paying for the Point of Persuasion -- Sales Force Obsolescence and Sales Compensation -- The Impact of Customer Relationship Management -- What Can Go Wrong? -- Summary -- 2. Sales Compensation Fundamentals -- Variable Compensation Models
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|a Target Bonus Plans -- Bonus-Calculation Basis -- Special Designs -- Add-On Plans -- Base Salaries -- Summary -- 6. Formula Construction -- Fundamentals of Sales Compensation Formulas -- The Economics of Income Producers -- Advanced Thinking about Income Producer Commission Rates -- Constructing Sales Representative Formula -- Formula Construction Worksheets -- Summary -- 7. Plan Cost Modeling -- Modeling Objectives -- Successful Plan Modeling Steps -- Summary -- 8. Support Programs: Territories, Quotas, and Crediting -- Territory Configuration -- Quota Management -- Sales Crediting -- Summary
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| 653 |
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|a Salaires / Vendeurs
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| 653 |
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|a Incentives in industry / http://id.loc.gov/authorities/subjects/sh85064738
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| 653 |
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|a Compensation management / fast
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| 653 |
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|a Compensation management / http://id.loc.gov/authorities/subjects/sh85029327
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| 653 |
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|a Primes d'entreprise
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| 653 |
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|a Sales personnel / Salaries, etc / http://id.loc.gov/authorities/subjects/sh85116735
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| 653 |
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|a Bonuses (Employee fringe benefits) / http://id.loc.gov/authorities/subjects/sh85015601
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| 653 |
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|a Salaires / Gestion
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| 653 |
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|a Sales personnel / Salaries, etc / fast
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| 653 |
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|a Incentives in industry / fast
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| 653 |
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|a Bonuses (Employee fringe benefits) / fast
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| 041 |
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|a eng
|2 ISO 639-2
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| 989 |
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|b OREILLY
|a O'Reilly
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| 776 |
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|z 9781260026818
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| 856 |
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|u https://learning.oreilly.com/library/view/~/9781260026825/?ar
|x Verlag
|3 Volltext
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| 082 |
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|a 658
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|a 658.80068/3
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