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Unformatted text preview: Bonuses-Draw-CSBI’s – Customer Satisfaction Based Incentives Chapter 13 (16 questions):-Know what it means to audit the sales force-Sales Transaction – know the definition, how it’s defined, how it’s booked-Read on Sales Analysis-Know the factors to consider when you measure a sale-Direct and Indirect Selling Costs-Variable and Fixed Costs Chapter 14 (17 questions):-Know what Performance Appraisal is-Know the parts of a sales plan (look at PowerPoint slide with chart)-Performance factors that a sales person can control-Know what constitutes selling skills-Look up the 3 categories of professional development measures-Know what the sources are for when you’re evaluating a sales person’s performance-Know the different types of quotes (4 questions about this on test)-Know the different types of evaluation techniques-MBO (Management By Objectives) – look up the 4 principles-Know what a 360 degree Performance Evaluation consists of...
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This note was uploaded on 10/17/2011 for the course MKTG 481 taught by Professor Ve during the Spring '11 term at Nicholls State.
- Spring '11