Sales Force Management and Measurement Harvard Case Solution & Analysis

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

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