• B. H. Walley


Analysis of the performance of the sales force can be viewed as follows:

(A) Establishment

On what basis and for what reasons was the sales force established? What objectives has the sales force — for example:

To establish goodwill with customers.

To take orders of value x per year.

To deliver products as well as to sell them.

To be a ‘salesman’, by agressive selling.

To carry out technical evaluation of customers’ requirements and problems.

To gain new accounts.


Market Research Sales Revenue Sales Force Functional Efficiency Desk Research 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Copyright information

© B. H. Walley 1974

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  • B. H. Walley

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