search query: @indexterm ACTIVITY-BASED COSTING / total: 22
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| Author: | Dickinson, V. Lere, J.C. |
| Title: | Problems evaluating sales representative performance? Try activity-based costing |
| Journal: | Industrial Marketing Management
2003 : MAY, VOL 32:4, p. 301-307 |
| Index terms: | ACTIVITY-BASED COSTING MARKETING MANAGEMENT SALES MANAGEMENT PERFORMANCE APPRAISAL |
| Language: | eng |
| Abstract: | When a company wants to improve performance evaluation, activity-based costing offers a way to achieve it. Activity-based costing provides estimates of the cost of resources that a sales representatives can use in their marketing activities, e.g in making sales calls and attenting trade shows. |
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