ILLUSTRATIONS
Figure 1-1. Pattern of business growth.
Figure 1-2. Traditional sales model
Figure 1-3. Customer relationship management model.
Figure 1-4. Determining eligibility for incentive compensation.
Figure 2-1. How effective is your sales compensation plan?
Figure 2-2. Rewarding the sales force for satisfying the customers
Figure 3-1. Sales Strategy Matrix.
Figure 3-2. Horizontal and vertical ''slices'' of the Sales Strategy Matrix define ''new'' sales roles
Figure 3-3. Prevalent selling role combinations.
Figure 3-5. Relative compensation practices
Table 3-1. Blueprint for defining new sales roles: the five W's
Figure 3-6. Spectrum of the five W's
Figure 3-7. Sales Strategy Matrix customized to SAFE's sales opportunities
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