haku: @author Vyakarman, S. / yhteensä: 1
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| Tekijä: | Vyakarman, S. |
| Otsikko: | How to assess industrial salesmen. |
| Lehti: | Management Decision
1987 : VOL. 25:6, p. 18-22 |
| Asiasana: | SALESMEN PERFORMANCE APPRAISAL |
| Kieli: | eng |
| Tiivistelmä: | Despite the cost and importance of a salesman to a company, many companies do not asses his performance systematically and the methods of appraisal that are used often fall short of the ideal, for various reasons. A number of appraisal methods and techniques are described: consideration of sales turnover, profit contribution, call reports, joint visits by the salesman and his sales manager, the use of appraisal rating forms. An alternative system of appraisal is outlined that allows a composite index of performance to be calculated. The implementation and advantages of the new method are discussed. |
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