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The Salesforce Management Audit PDF

The document discusses conducting a sales force management audit to evaluate the effectiveness and efficiency of a company's sales force. It recommends examining factors such as sales force structure, compensation plans, sales training programs, sales support systems, and sales metrics. The audit's findings can then be used to identify areas for improvement and ensure the sales force is properly organized, motivated, and supported to meet sales objectives.

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ASHWINI KUMAR 22
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244 views10 pages

The Salesforce Management Audit PDF

The document discusses conducting a sales force management audit to evaluate the effectiveness and efficiency of a company's sales force. It recommends examining factors such as sales force structure, compensation plans, sales training programs, sales support systems, and sales metrics. The audit's findings can then be used to identify areas for improvement and ensure the sales force is properly organized, motivated, and supported to meet sales objectives.

Uploaded by

ASHWINI KUMAR 22
Copyright
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We take content rights seriously. If you suspect this is your content, claim it here.
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THE SALES FORCE MANAGEMENT AUDIT

Dubinsky, Alan J;Hansen, Richard W


California Management Review (pre-1986); Winter 1981; 24, 000002; ABI/INFORM Collection
pg. 86

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

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