Sales Force Management and Measurement

13 Pages Posted: 21 Oct 2008

See all articles by Paul Farris

Paul Farris

University of Virginia - Darden School of Business

Robert E. Spekman

University of Virginia - Darden School of Business

Neil Bendle

University of Virginia - Darden School of Business

Eric Larson

University of Virginia - Darden School of Business

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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

Farris, Paul and Spekman, Robert E. and Bendle, Neil and Larson, Eric, Sales Force Management and Measurement. Darden Case No. UVA-M-0721. Available at SSRN: https://ssrn.com/abstract=910134

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

Neil Bendle

University of Virginia - Darden School of Business

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

Eric Larson

University of Virginia - Darden School of Business

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

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