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
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Chapter 8. COMPENSATING SALES SUPPORT STAFF
The telepositions discussed in Chapter 7 are one type of "sales support" job. In many companies, there are other jobs that interact with customers at various points during the sales process, the customer relationship management process, or both, such as systems engineer, logistics manager, project manager, and service consultant. How a company deploys its people in these jobs largely determines their impact on getting and keeping customers. More and more, we hear in our interviews with the customers of companies with which we work that the sales support staff is a major reason for continuing to do business with a given company. While sales support staffs are frequently not chartered to proactively sell, ...
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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.