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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Summing Up
Today, more and more companies are interested in increasing the average size of a sale made to a customer. One approach to accomplishing that goal is through selling large deals. For a sales strategy that involves selling large deals to succeed, both the customer and the company must be able to extract more value from that deal than would be possible through a series of separate sales transactions. To accomplish that goal, a company must rethink its value proposition, its sales process, and the level of resources required to be successful in the large deal sales environment.
Large deal selling is fundamentally different from the other types of selling a company is doing. The organization level at which the buying/ selling takes place, ...
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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.