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| Author: | Good, D. J. Stone, R. W. |
| Title: | How sales quotas are developed |
| Journal: | Industrial Marketing Management
1991 : FEB, VOL. 20:1, p. 51-55 |
| Index terms: | SALES SALES MANAGEMENT INDUSTRIAL MARKETING SURVEYS ATTITUDES CLUSTER ANALYSIS |
| Language: | eng |
| Abstract: | A survey was conducted of 119 industrial sales managers concerning their attitude about sales quota development and implementation. Data collected were ratings of statements concerning the respondent's philosophies and opinions. Statements were divided into four clusters. Strategic parameters are considered by the respondents the most important, characteristics and support of the sales representatives the least important. |
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