Effective Sales Incentive Design For Distributors
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Effective Sales Incentive Design For Distributors
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Author : Mike Marks
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2012-04
Effective Sales Incentive Design For Distributors written by Mike Marks and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04 with Business & Economics categories.
Value Creation Strategies For Wholesaler Distributors
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Author :
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2009
Value Creation Strategies For Wholesaler Distributors written by and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Distributors (Commerce) categories.
The Complete Guide To Sales Force Incentive Compensation
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Author : Andris Zoltners
language : en
Publisher: AMACOM
Release Date : 2006-08-07
The Complete Guide To Sales Force Incentive Compensation written by Andris Zoltners and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-08-07 with Business & Economics categories.
A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
Sales Enablement Exam Study Guide
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Author : Cybellium
language : en
Publisher: Cybellium
Release Date :
Sales Enablement Exam Study Guide written by Cybellium and has been published by Cybellium this book supported file pdf, txt, epub, kindle and other format this book has been release on with Study Aids categories.
Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cuttign-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com
Successful Wine Marketing
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Author : James Lapsley
language : en
Publisher: Springer Science & Business Media
Release Date : 2013-11-09
Successful Wine Marketing written by James Lapsley and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-11-09 with Technology & Engineering categories.
This book reflects the work of wine marketing experts as expressed in their presentations to the annual three-week Wine Marketing Short Course at the University of California, Davis. The course was initially organized in collaboration with the international wine management curriculum sponsored by the International Organization for Vines and Wines (OIV). We have been involved in this course since its inception a decade ago. This book is intended for students in wine marketing and management, enology, and viticulture who seek to broaden their understanding of the wine sector. It is also intended for those already working in wine market ing and management who seek new ideas and insights. Finally, this book should be of general interest to others involved directly or indirectly in the grape and wine sector. Each chapter was written from the oral presentations of the authors and reflects the spontaneity and informality of the classroom environment. The writing may lack the "gravitas" of academic material, but it accurately presents the thinking and conclusions of those who make a living by mar keting wine. There is some duplication that serves to emphasize important points, and there are several case studies explaining real-life experiences in the industry. Legal requirements and commercial practices cited by authors may differ between regions and among institutions familiar to readers. However, the underlying principles guiding marketing strategies can be applied in different situations, for example, where supermarket wine sales may be restricted or direct sales prohibited.
Distribution Law Antitrust Principles Practice 3rd Edition
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Author : Banks
language : en
Publisher: Wolters Kluwer
Release Date : 2019-09-17
Distribution Law Antitrust Principles Practice 3rd Edition written by Banks and has been published by Wolters Kluwer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-09-17 with Law categories.
The cornerstone reference on antitrust issues that arise from distribution arrangements. Establish a sound manufacturer-distributor relationship in full compliance with federal and state antitrust law; understand enforcement factors and the effect of antitrust regulation on distributor behavior; handle pricing, vertical restraints, exclusivity, tying, and refusal to deal. For insightful analysis and practical guidance on the antitrust issues that arise from distribution arrangements, turn to Theodore Banks. With this unique resource you'll be able to prepare for, or even prevent, the antitrust-based disputes that all too often mar the manufacturer-distributor relationship. Distribution Law: Antitrust Principles and Practice, Third Edition shows you how to: Establish a sound manufacturer-distributor relationship in full compliance with federal and state antitrust law Understand enforcement factors and the effect of antitrust regulation on distributor behavior Handle problems arising from such areas as pricing, vertical restraints, exclusivity, tying, and refusal to deal. You will get factual analysis of virtually every significant distribution antitrust case. You will find in-depth, practical analysis of such specific issues as: lost profits, predatory pricing, market definition, antitrust damages, and judicial latitude in discovery. Note: Online subscriptions are for three-month periods. Previous Edition: Distribution Law: Antitrust Principles and Practice, Second Edition, ISBN: 9780735502680
Distribution Data Guide
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Author :
language : en
Publisher:
Release Date : 1954
Distribution Data Guide written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1954 with Marketing categories.
Fairness And Voluntary Arbitration Act
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Author : United States. Congress. House. Committee on the Judiciary. Subcommittee on Commercial and Administrative Law
language : en
Publisher:
Release Date : 2000
Fairness And Voluntary Arbitration Act written by United States. Congress. House. Committee on the Judiciary. Subcommittee on Commercial and Administrative Law and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with Arbitration agreements, Commercial categories.
Marketing Issues In Transitional Economies
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Author : Rajeev Batra
language : en
Publisher: Springer Science & Business Media
Release Date : 2012-12-06
Marketing Issues In Transitional Economies written by Rajeev Batra and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-12-06 with Business & Economics categories.
As the markets in transitional economies open and grow, major challenges and opportunities arise for multinational firms entering these markets, local firms facing these new competitors, and policymakers seeking to increase the ability of all firms to compete fairly and efficiently. Yet despite the important questions transition economies pose for policymakers and companies seeking to enter and compete in these new markets, there has been a relative absence of systematic research on these concerns. This book seeks to fill a gap in the existing literature by offering a pioneering and comprehensive examination of issues that have developed as markets in transitional economies become more deregulated and open. The countries discussed include China, the Czech Republic, Hungary, India, Poland, Romania, Russia, South Africa and South Korea. The topics covered are divided into five main sections, and the individual chapters are written by some of the world's leading academic experts on these issues. Most of the authors draw from freshly-collected data in new studies of consumers and/or firms in transitional economies. After an opening section which discusses the marketing issues and challenges multinational and local firms face in transitional economies, the next three sections offer detailed treatments of changing consumer behavior, measuring and improving the marketing orientation of firms, and implementing and managing distribution channels. The fifth and final section is devoted to firm strategies and tactics, examined variously from the perspective of multinational firms entering these new markets, from the viewpoint of existing local firms facing new competitive challenges from global entrants, and from the perspective of local firms seeking to establish themselves in foreign markets where they have not previously competed. Most of the individual chapters are revised versions of papers originally presented at a conference sponsored by the William Davidson Institute, which focuses on research related to emerging and transitional economies, and have not previously appeared in published form. Thus, the book is a unique collection of cutting-edge scholarship on the various aspects of marketing in transitional economies. It will prove valuable reading to academics, policymakers, and international business strategists.
Distribution Strategy
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Author : Livio Moretti
language : en
Publisher: Springer
Release Date : 2018-11-02
Distribution Strategy written by Livio Moretti and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-11-02 with Business & Economics categories.
This unique book helps business executives to improve their company's business performance by showing how to build an effective and future-proof distribution channel, and adopt effective commercial policies and value-based pricing strategies. For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks. Every good business manager needs to have a microscope on one eye and a telescope on the other eye – this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution. Bruno Barcelos, General Manager Sandoz, a Novartis Company