What your CEO needs to know about sales compensation : (Record no. 75017)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03558nam a2200433 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | vtls000078453 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MTX |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 160715719 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0814432271 : |
| -- | SD34.95 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780814432273 : |
| -- | SD34.95 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780814432280 : |
| -- | SD34.95 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] | |
| Level of rules in bibliographic description | 201607151204 |
| Level of effort used to assign nonsubject heading access points | staff |
| Level of effort used to assign subject headings | 201606141511 |
| Level of effort used to assign classification | staff |
| -- | 201605041215 |
| -- | admin |
| 041 0# - LANGUAGE CODE | |
| Language code of text/sound track or separate title | eng |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5439.7 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/1 |
| 099 ## - LOCAL FREE-TEXT CALL NUMBER (OCLC) | |
| Classification number | Ebook |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Donnolo, Mark.. |
| 9 (RLIN) | 113966 |
| 245 ## - TITLE STATEMENT | |
| Title | What your CEO needs to know about sales compensation : |
| Remainder of title | connecting the corner office to the front line/ |
| Medium | [electronic resource] / |
| Statement of responsibility, etc. | Mark Donnolo. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Name of publisher, distributor, etc. | American Management Association, |
| Date of publication, distribution, etc. | 2013. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 288 p. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Introduction. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 1: Your Revenue Roadmap: Driving Your Sales Strategy with Sales Compensation. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 2: Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 3: The Reverse Robin Hood Principle: Differentiating Top Performers. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 4: Performance Metrics: Measure Twice, Pay Once. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 5: Big Deals: Aligning and Motivating Strategic Account Sales. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 6: A Quota Quandary: Setting Equitable and Profitable Sales Goals. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 7: Managing Sales Management: Understanding Roles and Rewards. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 8: Making Change: Communicating and Implementing the Sales Compensation Plan. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 9: The Role of the C-Level: Getting Involved in the Right Way. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Miscellaneous information | Chapter, Lesson, Part |
| Title | Chapter 10: Your Strategic Sales Compensation Report Card: Grading Your Plan and Taking Action. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Cover, Title,What your CEO needs to know about sales compensation : connecting the corner office to the front line--Preface, Introduction, TOC,Contents--References, Appendix, Index,Glossary of Terms--References, Appendix, Index,Index--Preface, Introduction, TOC,Acknowledgments-- |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals. Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business. It provides valuable thought models and a Revenue Roadmap identifying the four major competency areas and 16 related disciplines that must connect for an organization to grow profitably. Last but not least, readers will find an interactive report card they can use to grade their own compensation plans. Sales compensation powers the performance of the entire business. "What Your CEO Needs to Know about Sales Compensation" casts a spotlight on how leaders at all levels can leverage the strategic power of incentives to reach the ultimate goals of their organization. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales Personnel |
| 9 (RLIN) | 44956 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Salaries, etc. |
| 9 (RLIN) | 113967 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="http://portal.igpublish.com/iglibrary/search/AMAB0000784.html">http://portal.igpublish.com/iglibrary/search/AMAB0000784.html</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | eBook |
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