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Figure 22.12 - Factors to Be Considered in the Sales Review Process

Figure 22.12 - Factors to Be Considered in the Sales Review Process

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Criteria Used to Evaluate Sales Forces

Measures



Sales results



Sales efforts



Quantitative measures













• Sales calls

Orders

Sales volume

• Selling expenses

Margins

• Customer service

Customer accounts



Qualitative measures







Selling skills



Sales-related

activities



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of McGraw-Hill Education.



16



Characteristics That Improve 

Performance Effectiveness

 Strength of the field manager

 Clear link between company culture and values to 

sales strategies

 Rigorous management processes that drive 

performance

 Consistent training that leads to consistent 

execution

 Courage to change

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of McGraw-Hill Education.



17



Criteria for Evaluating Personal Selling

 Provision of marketing intelligence

 Follow­up activities

 Program implementations

 Attainment of communications objectives



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of McGraw-Hill Education.



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Figure 22.12 - Factors to Be Considered in the Sales Review Process

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