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TD Magazine Article

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Measuring Performance of Salaried Salespeople

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Thu Jan 01 1987

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Discusses the need for sales manager to let sales representatives set goals and then compensate for performance. Acceptance of planning by sales personnel as a prerequisite to face-to-face sales activity; Need for the planning function to be part of the salesperson's job description; Elements of the Sales by Objectives program.

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Measuring Performance of Salaried Salespeople

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