January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Compensation Plans
17.6 Develop an understanding of selected compensation plans
Compensation plans for salespeople combine direct monetary payments (salary and commissions) and indirect monetary payments such as paid vacations, pensions, and insurance plans. Compensation practices vary greatly throughout the field of selling. Furthermore, sales managers are constantly searching for the “perfect” sales force compensation plan.40 Of course, the perfect plan does not exist. Each plan must be chosen to suit the specific type of selling job, the objectives of the firm’s marketing program, and the type of customer served.
As noted in Chapter 1, the highest amount of total compensation is earned by salespeople who are involved in value-added selling. ...
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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.