Sales Force Design for Strategic Advantage or Employee Benefits

Sales Force Design for Strategic Advantage

Author: Andris Zoltners

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

See also: Casseroles or Alfred Portale Simple Pleasures

Employee Benefits

Author: Burton Beam

We have continued to use four other major guidelines in preparing this book. First, the book covers the broad spectrum of employee benefits, from social insurance programs to executive benefits. Second, the book is applicable to all sizes of employer groups, from the small employer using a multiple-employer trust to the large employer relying on alternative funding involved in designing an employee benefit plan; it doesn't just describe the products available. Finally, we have tried to write a book that can be used not only in courses given by colleges and professional organizations but also as a reference resource for practitioners.

Booknews

A textbook for a college or professional training course. Explains employee benefits from social insurance to executive benefits, considering all sizes of organizations, and discussing the decision making required to design a program. Updated from the second edition (1988) to account for laws effective as of late 1991. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Table of Contents:

	Preface
1	Introduction to Employee Benefits
2	Employee Benefit Planning and Management
3	Social Security Benefits
4	Other Social Insurance Programs
5	The Group Insurance Environment
6	Group Life Insurance: Term Coverage
7	Group Life Insurance: Lifetime Coverage
8	Group Disability Income Coverage
9	Group Medical Expense Benefits: The Changing Environment
10	Group Medical Expense Benefits: Traditional Plans
11	Group Medical Expense Benefits: Managed Care Plans
12	Group Medical Expense Benefits: Plan Provisions and Taxation
13	Group Dental Insurance and Other Group Insurance Benefits
14	Alternative Funding Methods
15	Group Insurance Rate Making
16	Other Nonretirement Benefits: Meeting Personal and Family Needs
17	Cafeteria Plans
18	Introduction to Qualified Plans
19	Plan Qualification Requirements
20	Pension Benefit Formulas
21	Pension Plan Funding
22	Profit-Sharing and Similar Plans
23	401(k) and Other Salary Savings Plans
24	Qualified Plan Distributions and Loans
25	Plan Restrictions Aimed at Highly Compensated Employees
26	Plan Installation and Administration; Investments; Plan Termination
27	Individual Retirement Plans and Simplified Employee Pensions
28	Executive Benefits and Nonqualified Deferred-Compensation Plans
	Additional Readings
	Index