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Sales Force Performance
Sales Force Turnover
4 other sections not shown
age composition associated average salesman business sales forces business selling Chapter check closest approximation Classroom Training CM CM CM CM i-l cold calling cold-calling company or division compensation levels cost quintile customers earnings Exhibit fH fH field supervisors firms four sales force Harvard Business School high performance quintile high performance sales high turnover hire i-l CM i-l i-l initial training period kind of selling low turnover quintile low turnover sales marketing strategy missionary sales forces opportunity rates percentage performance and turnover performance index performance sales forces personnel policies and practices questionnaire relationship responsibility sales executive sales force classifications sales force cost sales force performance sales force tends sales management practices sales volume skip to Question span of control supervision T'ZT technical sales forces tight span total sample trade sales forces trade selling turnover sales forces variable younger sales force Z'TT Z'ZT