Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

by Jerome A. Colletti, Mary S. Fiss, Wallace Wood

In every industry the traditional sales force is disappearing. To grow and prosper today, companies are focused on managing the total customer experience -- with an increasing number of jobs now playing key roles in the sales process. But what exactly are these new sales roles? How are they compensated? Now this action manual shows how to:

Genres: Human Resources, Business Strategy

310 pages, Hardcover

First published January 1, 1998

Reviews

[Lori Grant · Rating 5 out of 5]

A must-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.