June 2001
Intermediate to advanced
416 pages
11h 28m
English
book
Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
by Jerome A. Colletti, Mary S. Fiss
Content preview from Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment
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Sales Compensation:What It Is and What It Is Not
Sales compensation is the pay opportunity available to employexes in customer contact jobs. Typically, companies pay sales compensation to only these employees because they are the ones who interact with and persuade customers to do business with the firm. Figure 4-1 illustrates the components of total remuneration available to these employees and how sales compensation fits into the overall picture.
Figure 4-1. Total compensation.
Note that total compensation has at least seven components. Sales expenses are the money the company has to pay for airline tickets, rental cars, hotel rooms, meals on ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.