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""Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs. This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives * base salary, bonus, and commission scales * team-selling roles and implications * linking compensation to company culture, and much more. Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.""

"ART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO?s shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index."

"Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job."

"Whether nervous or worried about studying, this text is designed to develop potential and build self-confidence as it takes readers through all the stages of producing high quality academic work"

""Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call."

"Bleeding from the liver surface during hepatic transection is one of the main factors affecting mortality and morbidity of liver resection. For this reason, numerous devices have been developed that employ a variety of techniques to minimize parenchymal damage and so improve the safety of resection. This book describes all the devices that are currently available for hepatic transection via open, laparoscopic, and robotic approaches. Procedures are explained and illustrated step by step using informative color figures and photographs."