November 2017
Intermediate to advanced
352 pages
7h 57m
English
book
Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
by David J. Cichelli
Content preview from Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition
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Chapter 10
Difficult-to-Compensate Sales Jobs
Sales management can design effective sales compensation plans by designing focused sales jobs and selecting aligned performance measures. However, there remain many difficult-to-compensate sales jobs. This chapter examines these jobs and offers solutions for consideration:
• Channel sales representative
• Long sales cycle mega-order seller
• Business development specification seller
• Strategic account manager
• Pursuit team
• New account seller
• Account manager
• Overlay specialist
• New hire
• Branch manager
• House account manager
• Sell and deliver service provider
• Merchandiser
CHANNEL SALES REPRESENTATIVE
A channel sales representative, sometimes called a channel ...
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