!Outcome control
* Salespeople are held accountable for their results but not their behaviors
* Low control of behaviors by firm
* extreme is manufacturers’ reps: Jamestown
* Need objective measures of results
!Outcome Measures
* Orders
** Number of orders
** Average size of orders
** Number of cancelled calls
* Accounts
** Number of active accounts
** Number of new accounts
** Number of lost accounts
** Number of overdue accounts
** Number of prospective accounts
bag
sales_public
created
Sat, 10 Dec 2011 13:15:54 GMT
creator
dirkjan
modified
Sat, 10 Dec 2011 13:15:54 GMT
modifier
dirkjan
tags
M20
Term
creator
dirkjan