๐”– Bobbio Scriptorium
โœฆ   LIBER   โœฆ

Sales force evaluation with expectancy theory

โœ Scribed by Charles Futrell; A. Parasuraman; Jeffrey Sager


Book ID
103103234
Publisher
Elsevier Science
Year
1983
Tongue
English
Weight
499 KB
Volume
12
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