"With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark "Compensating New Sales Roles" explains: how to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis; how to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively - regardless of sales channels; how to compensate sales staffs in telesales and teleweb operations - the fastest growing fields of selling. Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals, business owners, and sales executives."
- ISBN10 0814471064
- ISBN13 9780814471067
- Publish Date 31 July 2001 (first published 25 January 1999)
- Publish Status Out of Print
- Out of Print 11 April 2014
- Publish Country US
- Publisher HarperCollins Focus
- Imprint Amacom
- Edition 2nd Revised edition
- Format Hardcover
- Pages 400
- Language English