This article describes the indicators that are used to control the sales force and efficiency. It examines the area of sales, commercial potential, and the area changes, and predict and evaluate the results. Finally, the note is considered the analysis pipeline and sales funnel. "Hide
by Paul W. Farris, Robert Spekman, Eric B. Larson, Neil Bendle Source: Darden School of Business 13 pages. Publication Date: July 11, 2005. Prod. #: UV1417-PDF-ENG
Related Case Solutions & Analyses:
Deposita – Whether to Dominate the Value Chain or Not
How to Have Influence
Charles Schwab & Co. Inc.: The Talk to Chuck Advertising Campaign
Building Organizational Integrity
Gome–King of Chinas Electrical Appliance Retail Chain
MTR Corporation Limited: Measuring Investor Expectations
Dream Big Academy Charter School (A)
Adam Baxter Co.Local 190: 1983 Negotiation Local 190 Confidential Information
Turner Construction Co.: Project Management Control Systems
Why Manage Risk?
