Overview

An updated edition of a book for sales managers and for compensation specialists. With a new focus on online sales, this comprehensive book explains how to design and implement a compensation plan that directs, motivates and rewards employees who perform effectively - ""regardless"" of sales channels. Telesales and teleweb operations are the fastest growing fields in selling - this book addresses how to compensate these new channels. The explosion in Internet sales alone (definitely a ""new sales role"") makes this a particularly good time for a second edition. Included are new ideas on how to compensate sales support staff, 50 examples of new sales roles and how they translate into job definitions, and more than 20 model compensation plans. A dual-audience book, this second edition should appeal to both salespeople and compensaion pros.

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9780814471067

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Jerome A. Colletti and Mary S. Fiss (Scottsdale, AZ) are partners in Colletti-Fiss, LLC, a management consulting firm that helps companies develop and implement compensation solutions for strategically important sales situations. They have provided advice to many Fortune 500 companies.

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