𝔖 Bobbio Scriptorium
✦   LIBER   ✦

More effective sales force reporting

✍ Scribed by Thomas R. Wotruba; Richard Mangone

Publisher
Elsevier Science
Year
1979
Tongue
English
Weight
640 KB
Volume
8
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