Author Profile

Sales Force Management and Measurement

Spekman, Robert E.; Farris, Paul W.; Bendle, Neil; Larson, Eric

M-0721 | Published July 11, 2005 Technical Note

Collection: Darden School of Business

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 me... Read More