Marketing

B. H. Walley

Chapter 11 in Efficiency Auditing, 1974, pp 148-153 from Palgrave Macmillan

Abstract: Abstract Analysis of the performance of the sales force can be viewed as follows: (A) Establishment On what basis and for what reasons was the sales force established? What objectives has the sales force — for example: To establish goodwill with customers. To take orders of value x per year. To deliver products as well as to sell them. To be a ‘salesman’, by agressive selling. To carry out technical evaluation of customers’ requirements and problems. To gain new accounts.

Keywords: Market Research; Sales Revenue; Sales Force; Functional Efficiency; Desk Research (search for similar items in EconPapers)
Date: 1974
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DOI: 10.1007/978-1-349-02071-3_11

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