chapter 9 - Module Nine Evaluating the Effectiveness of the...

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Evaluating the Effectiveness of the Organization Evaluating the Effectiveness of the Organization Module Nine
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 9: Evaluating the Effectiveness of the Organization Learning Objectives Learning Objectives 1. Differentiate between sales organization effectiveness and salesperson performance. 2. Define a sales organization audit and discuss how it should be conducted. 3. Define benchmarking and discuss how it should be conducted. 4. Describe how to perform different types of sales analyses for different organizational levels and types of sales.
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 9: Evaluating the Effectiveness of the Organization Learning Objectives Learning Objectives 5. Describe how to perform a cost analysis for a sales organization. 6. Describe how to perform an income statement analysis, activity-based costing, and return on assets managed to assess sales organization profitability. 7. Describe how to perform a productivity analysis for sales organization.
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 9: Evaluating the Effectiveness of the Organization Setting the Stage Setting the Stage 1. What did Salesnet do for SOLCORP? 2. How did the Salesnet CRM package benefit SOLCORP? Increasing Productivity and Evaluating Effectiveness at SOLCORP
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 9: Evaluating the Effectiveness of the Organization Sales Organization Effectiveness vs. Salesperson Performance Salesperson Performance Organizational Factors Organizational Factors Sales Organization Effectiveness Sales Organization Effectiveness Salesforce Nonselling Behavior Performance Salesforce Nonselling Behavior Performance Environmental Factors Environmental Factors Salesforce Selling Behavioral Performance Salesforce Selling Behavioral Performance Salesforce Outcome Performance Salesforce Outcome Performance Salesforce Characteristics Salesforce Characteristics Salesforce Control System Salesforce Control System
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 9: Evaluating the Effectiveness of the Organization Sales Organization Audit Sales Organization Audit Comprehensive, systematic, diagnostic and prescriptive tool. Assesses the a firm’s sales management process Provides direction for improved performance and prescription for needed changes. Should be performed regularly, Should be conducted by someone from outside the sales organization. Although it is an expensive and time-consuming process, the sales organization audit generates benefits that usually outweigh the costs.
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 9: Evaluating the Effectiveness of the Organization Sales Organization Audit Framework
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