Andere Kunden interessierten sich auch für
![Designing a Sales Compensation Plan; How to create an effective incentives program for your sales force]( "Designing a Sales Compensation Plan; How to create an effective incentives program for your sales force")
Designing a Sales Compensation Plan; How to create an effective incentives program for your sales force28,99 €![A Practical Approach to Sales Compensation]( "A Practical Approach to Sales Compensation")
A Practical Approach to Sales Compensation65,99 €![Taking the High Road to the Bottom Line: 23 Principles for Success in Building and Maintaining a Dynamic Sales Force]( "Taking the High Road to the Bottom Line: 23 Principles for Success in Building and Maintaining a Dynamic Sales Force")
Taking the High Road to the Bottom Line: 23 Principles for Success in Building and Maintaining a Dynamic Sales Force27,99 €![Sales Force]( "Sales Force")
Sales Force14,99 €![Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry]( "Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry")
Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry31,99 €![Practically Brilliant Words of Wisdom on Hiring a High-Performing Sales Force]( "Practically Brilliant Words of Wisdom on Hiring a High-Performing Sales Force")
Practically Brilliant Words of Wisdom on Hiring a High-Performing Sales Force31,99 €![A Chronology of Health Care Marketing Research]( "A Chronology of Health Care Marketing Research")
A Chronology of Health Care Marketing Research118,99 €
Few professions have their compensation as scrutinized as business-to-business (B2B) salespeople. Salespeople's compensation, like that for CEOs, has triggered many debates. Experts have examined issues ranging from compensation levels, structures, caps, complexity, fairness, gaps with other members of the organization, to menus of compensation. But unlike CEOs who are usually recognized as crucial members of organizations, salespeople's critical role is rarely acknowledged and despite its economic and corporate importance though sales has traditionally carried a stigma on both academic and industry fronts. Simultaneously, no other employee is in direct contact and in charge of a firm's most precious asset: its customers' relationships. For this reason, salespeople's success is critical to their organizations' performance. Sales Force Compensation: Trends and Research Opportunities reviews the many insights provided by empirical research to date, some of which are just emerging in the marketing literature. First, it reviews how plans should be designed according to the dominant research stream and contrast research findings with actual sales force compensation policies. Then, it highlights topics related to sales force compensation that are notably under-researched and show how taking them into account will enrich knowledge on compensation. Finally, the authors conclude with future trends in sales force compensation.
Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.