personal sales S - Ch 14 updated to discn format

personal sales S - Ch 14 updated to discn format -...

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SALESPERSON COMPENSATION AND INCENTIVES 113-1 Exams 10:05 Class: 12/15, Wed, 11:30 am 11:05 Class: 12/17, Fri, 2:50 pm
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214-2 Evaluating Salesperson 1
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EVALUATING SALESPERSON PERFORMANCE 314-3 Learning Objectives Behavior vs. Performance vs. Effectiveness Objective measures of salesperson performance: input, output, ratio analysis Subjective measures of salesperson performance 360-degree feedback
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EVALUATING SALESPERSON PERFORMANCE 414-4 Behavior vs. Performance vs. Effectiveness
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EVALUATING SALESPERSON PERFORMANCE 514-5 Behavior – the tasks on which people expend effort Behavior vs. Performance vs. Effectiveness
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EVALUATING SALESPERSON PERFORMANCE 614-6 Behavior – the tasks on which people expend effort Performance – behavior evaluated in terms of its contribution to the goals of the organization Behavior vs. Performance vs. Effectiveness
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EVALUATING SALESPERSON PERFORMANCE 714-7 Behavior – the tasks on which people expend effort Performance – behavior evaluated in terms of its contribution to the goals of the organization Effectiveness – measure of organizational outcomes within individual’s responsibility & control Behavior vs. Performance vs. Effectiveness
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EVALUATING SALESPERSON PERFORMANCE 814-8 Performance Evaluation Measures Objective measures Subjective measures
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EVALUATING SALESPERSON PERFORMANCE 914-9 Performance Evaluation Measures Objective measures – reflect statistics from the firm’s internal data Subjective measures
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personal sales S - Ch 14 updated to discn format -...

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