Compensating the sales force

• 作者: Cichelli, David J.
• 出版: New York : McGraw Hill ©2004.
• 稽核項: 1 online resource (xv, 218 pages) :illustrations.
• 標題: Distribution. , Sales personnel , BUSINESS & ECONOMICS Distribution. , MarketingGeneral. , Sales personnel Salaries, etc. , Incentives in industry. , Compensation management. , Salaries, etc. , Electronic book. , Electronic books. , BUSINESS & ECONOMICS Marketing -- General. , Bonuses (Employee fringe benefits) , BUSINESS & ECONOMICS
• ISBN: 0071411887 , 9780071411882
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• 附註: Includes bibliographical references (page 207) and index. Copyright; Contents; Acknowledgments; Preface; 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; Summary; 2 Sales Compensation Fundamentals; Variable Compensation Models; Income Producers versus Sales Representatives; About Sales Compensation Concepts. Sales Compensation Design Elements for Sales RepresentativesEligibility; 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; 4 Why Job Content Drives Sales Compensation Design; Job Content Drives Sales Compensation Design; Sales Job Components. Sales Job Type InventoryIncome Producers; Direct Sales Jobs; Indirect Sales Jobs; Overlay Sales Jobs; Business Development; Pre- and Post-Sales Support; Job Levels; Job Design Errors; Sales Compensation Practices by Job Types; Summary; 5 Formula Types; Illustrating Formula Payouts with Sales Compensation Formula Graphs; Two Major Seller Categories; Seller Category: Income Producers; Income Producer Plans; Seller Category: Sales Representatives; Starting with a Target Incentive Amount; Calculation Engines: Commission versus Bonus; Sales Representative Sample Plans. Sales Representative TI-Commission: 1. Flat CommissionSales Representative TI-Commission: 2A. Ramped Commission-Progressive; Sales Representative TI-Commission: 2B. Ramped Commission-Regressive; Sales Representative TI-Commission: 2C. Ramped Commission-Hybrid; Sales Representative TI-Commission: 3A. Commission Plan with Base Salary; Sales Representative TI-Commission: 3B. Base Salary, Threshold, and Cap; Sales Representative TI-Commission: 4A. Variable Rate Plan; Sales Representative TI-Commission: 4B. Variable Table. Sales Representative TI-Commission: 4C. Point Schedule Variable Commission PlanAbout Link Designs; Sales Representative TI-Commission: 5A. Link Commission-Hurdle; Sales Representative, Example 5B: Link Variable Commission-Hurdle; Sales Representative TI-Commission: 5B. Link Commission-Multiplier; Sales Representative TI-Commission: 5C. Link Commission-Matrix; Providing Equal Earning Opportunities When Territories Are Dissimilar in Size; Individual Commission Rate; Sales Representative TI-Commission: 6A. Individual Commission Rates.
• 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=113770
• 系統號: 005309116
• 資料類型: 電子書
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• 引用網址: 複製連結
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