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""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.""

"Delivers the research-based criteria for sales teams interested in selling effectively against a business environment. This guide is suitable for professionals working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. "

"Adanya keinginan karyawan untuk keluar atau pindah dari perusahaan dapat diminimalisir oleh perusahaan. Untuk itu, perusahaan perlu meningkatkan keterikatan kerja karyawan terhadap perusahaan itu sendiri. Employee engagement karyawan dapat ditingkatkan dengan diberikan dan terpenuhinya kebutuhan karyawan dalam hal ini berkaitan dengan financial rewards serta work environment bagi seluruh karyawan, baik karyawan yang termasuk dalam kategori Generasi Y maupun Generasi Z. Tujuan dari penelitian ini adalah untuk menganalisis pengaruh dari financial rewards serta work environmemt terhadap employee engagement pada karyawan di DKI Jakarta. Penelitian yang memiliki tujuan eksplanatif ini, menggunakan pendekatan kuantitatif dengan menyebarkan kuesioner yang disebarkan secara daring kepada 175 responden Generasi Y dan Generasi Z yang memiliki validitas responden sebanyak 152 responden yang bekerja sebagai karyawan di DKI Jakarta serta didapatkan dengan menggunakan teknik penarikan data non-probability sampling dengan jenis purposive sampling. Penelitian ini melakukan teknik analisis data menggunakan regresi linear sederhana dan uji interaksi dengan moderated regression analysis (MRA). Hasil penelitian ini menunjukkan adanya pengaruh work environmemt terhadap employee engagement serta terdapat pula pengaruh financial rewards terhadap work environment pada karyawan di DKI Jakarta. Sementara itu, pada uji interaksi yang dilakukan menunjukkan bahwa generasi tidak mampu memoderasi pengaruh antara financial rewards dan work environment pada karyawan Generasi Y dan Generasi Z di DKI Jakarta.

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The employee's desire to leave or move to other the company can be minimized by the company. For this reason, companies need to increase employee engagement with the company itself. Employee engagement can be increased by providing and fulfilling employee needs in this case related to financial rewards and work environment for all employees, both employees belonging to Generation Y and Generation Z categories. The purpose of this study was to analyze the effect of financial rewards and work environment. on employee engagement for employees in DKI Jakarta. This research has an explanatory purpose, using a quantitative approach by distributing questionnaires distributed online to 175 respondents of Generation Y and Generation Z which have respondent validity as many as 152 respondents who work as employees in DKI Jakarta and obtained using non-probability sampling data collection techniques with type of purposive sampling. This study uses data analysis techniques using simple linear regression and interaction test with moderated regression analysis (MRA). The results of this study indicate that there is an effect of the work environment on employee engagement and the effect of financial rewards on the work environment of employees in DKI Jakarta. Meanwhile, the interaction test conducted showed that the generation was unable to moderate the influence between financial rewards and the work environment on Generation Y and Generation Z employees in DKI Jakarta."

"Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation."

"If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments."