𝔖 Bobbio Scriptorium
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Effective sales force recognition programs

✍ Scribed by Thomas R. Wotruba; John S. Macfie; Jerome A. Colletti


Publisher
Elsevier Science
Year
1991
Tongue
English
Weight
440 KB
Volume
20
Category
Article
ISSN
0019-8501

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Sales managers often make adjustments for factors such as territory difficulty or representative experience when doing performance evaluations. These adjustments may be subjective, they may be simple ratio calculations (e.g., sales divided by territory size), or they may involve complicated regressi