Sales Force Management and Measurement
Farris, Paul W., S...
Sales Force Management and Measurement
Farris, Paul W.; Spekman, Robert E.; Bendle, Neil; Larson, Eric
M-0721 | Published July 11, 2005 | 13 pages Technical Note
Collection: Darden School of Business
Product Details
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.
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