Sales Force Management and Measurement

13 Pages Posted: 21 Oct 2008

See all articles by Eric Larson

Eric Larson

affiliation not provided to SSRN

Neil Bendle

University of Virginia - Darden School of Business

Paul Farris

University of Virginia - Darden School of Business

Robert E. Spekman

University of Virginia - Darden School of Business

Multiple version iconThere are 2 versions of this paper

Abstract

This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and territory changes, as well as forecasting and measuring results. Finally, the note reviews pipeline analysis and the sales funnel.

Excerpt

UVA-M-0721

SALES FORCE MANAGEMENT AND MEASUREMENT

Introduction 1

Sales Territories 2

Workload 2

Sales Potential 2

. . .

Keywords: marketing

Suggested Citation

Larson, Eric and Bendle, Neil and Farris, Paul and Spekman, Robert E., Sales Force Management and Measurement. Darden Case No. UVA-M-0721. Available at SSRN: https://ssrn.com/abstract=1280620

Eric Larson

affiliation not provided to SSRN

Neil Bendle

University of Virginia - Darden School of Business

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

Paul Farris (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States
434-924-0524 (Phone)

HOME PAGE: http://www.darden.virginia.edu/faculty/farris.htm

Robert E. Spekman

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States
434-924-4860 (Phone)

HOME PAGE: http://www.darden.virginia.edu/faculty/spekman.htm

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