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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