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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Tips on Defining a Large Sale
Although the expected financial returns from a "large sale" vary from company to company, and from business to business within a company, a "large sale" generally includes these characteristics:
The sale is a multiyear contract.
The sales process is lengthy, frequently twelve months or longer.
Multiple resources are required from both the buyer's and the seller's organizations to conceptualize and close the deal.
The sale is multidimensional and includes products, services, installation, and/or consulting.
The deal provides an enterprise or facility solution.
The dollar value of the total deal significantly exceeds that of the typical sale or contract with the company's customers.
Not all customers will be interested ...
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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.