Sales Force Management and Measurement
13 Pages Posted: 21 Oct 2008
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Sales Force Management and Measurement
Darden Case No. UVA-M-0721
Number of pages: 13
Posted: 21 Oct 2008
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Sales Force Management and Measurement
Darden Case No. UVA-M-0721
Number of pages: 13
Posted: 21 Oct 2008
Downloads
191
Abstract
This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and territory changes, as well as forecasting and measuring results. Finally, the note reviews pipeline analysis and the sales funnel.
Excerpt
UVA-M-0721
SALES FORCE MANAGEMENT AND MEASUREMENT
Introduction 1
Sales Territories 2
Workload 2
Sales Potential 2
. . .
Keywords: marketing
Suggested Citation: Suggested Citation
Farris, Paul and Spekman, Robert E. and Bendle, Neil and Larson, Eric, Sales Force Management and Measurement. Darden Case No. UVA-M-0721, Available at SSRN: https://ssrn.com/abstract=910134 or http://dx.doi.org/10.2139/ssrn.910134
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