Sales Rewards and Incentives: Sales 12.07

ISBN-13: 9781841124605 / Angielski / Miękka / 2003 / 116 str.

John G. Fisher; Nancy Fisher

Opis

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Spis treści

Introduction to ExpressExec.

Introduction to Sales Rewards and Incentives.

What are Sales Rewards and Incentives.

The Evolution of Sales Rewards and Incentives.

The E–Dimension.

The Global Dimension.

The State of the Art.

In Practice.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making Sales Rewards and Incentives Work.

Frequently Asked Questions.

Index.

O autorze

JOHN G. FISHER runs The Motivation Company, which specializes in performance improvement and communication programs, whether they are related to sales or other business functions.  He is the author of a number of business books and writes regularly in trade journals on incentives, marketing and communication issues.

Blurb

• Fast–track route to recognizing sales performance excellence and keeping sales people motivated and incentivized
• Covers the key areas of financial and non–financial rewards and recognition for sales people – from learning what works and constructing schemes to managing communications and monitoring results
• Examples and lessons from around the world and market sectors including financial services, IT, automotive and retail
• Includes a glossary of key concepts and a comprehensive resource guide