!Behavior control
*Salespeople are held accountable for their behaviors - the results are expected to follow (at least in the long term)
* High control of behaviors by firm
*Firm knows (or believes it know) critical success factors
*Need to measure these behaviors
!Behavior Measures
* Calls
** Number of calls
** Number of planned calls
** Number of unplanned calls
* Time & time utilization
** Days worked
** Calls per day
** Selling time versus nonselling time
* Nonselling activities
** Letters written to prospects
** Number of formal proposals developed
** Advertising displays set up
** Number of meetings held with distributors/dealers
** Number of training sessions for distributors/dealers/customers
** Number of service calls made
bag
sales_public
created
Sat, 10 Dec 2011 13:15:32 GMT
creator
dirkjan
modified
Sat, 10 Dec 2011 13:15:32 GMT
modifier
dirkjan
tags
M20
Term
creator
dirkjan