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Larson, Eric
Sales Force Management and Measurement
Bendle, Neil; Farris, Paul W.; Larson, Eric; Spekman, Robert E.
M-0721 | Published July 11, 2005 | 13 pages. 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