A Measure and Method for Assesssing Strategic Sales Effectiveness
نویسنده
چکیده
This paper proposes a simple quantitative measure of sales effectiveness for various sales entities (sales territories, sales regional offices, or the whole sales force), that is easy to compute and explain to sales force members. This measure takes into account the conditions prevailing in the different sales entities (such as differing market potentials, sales penetration, competition levels, local market fluctuations) and for which salespeople are not accountable.
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