After studying this chapter, you should be able to meet the following learning objectives (LO).
Martin Keck, vice president for sales at Universal Sports Exchange, was talking with his sales team at the monthly sales meeting. “As you know, the company missed its sales target last year. We were expecting to sell 10% more jerseys than we did. And we all saw the effect that the lower sales level had on our bottom line. When we miss our sales targets, it affects what everyone else in the company can accomplish because they count on us to generate revenue.”
Sarah Yardley, one of the company's top salespeople, had been listening intently ...