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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Index
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
accountability:
assignment of, 250
for global sales compensation programs, 214–215
for sales compensation program policy, 219–220, 289
of sales force, 3
accountants, 182
account executive (job level), 56, 104, 186
sample compensation plan for, 294–308
account managers, 176, 179–180, 192, 193
accounts:
assignment of, 148–154, 172, 191, 201, 203, 217, 248, 263, 283
changes in, 160, 191, 247, 283, 299
existing, 45, 49, 50, 179, 189
new, 45, 46, 49, 50, 178–179, 189
ownership conflicts over, 200
stratification of, 188
territory ...
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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.
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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.