Abstract:Sales managers seem to be on a never-ending quest to improve the productivity of their personnel. Contests, commissions, territory redesign, training, sales meetings, travel, and various recognition awards are a few of the methods that have been used to coax performance improvements from a sales force. Although each of these methods of performance enhancement can provide tangible and intangible benefits to the firm, most businesses already use one other method of enhancing sales performance: the performance ev… Show more
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