CHAPTER 13
Evaluating Salesperson Performance
LEARNING OBJECTIVES
Performance evaluations should be a process that provides a forum for dialogue between a salesperson and the sales manager, focused on gaining the impetus for future professional development and performance success. In order to successfully execute a performance review, sales managers must have a strong working knowledge of different measures of performance that are appropriate to a particular selling situation. Then they must conduct the appraisal in a manner that allows the salesperson to build on current strengths and proficiencies and make performance improvements where warranted.
After reading this chapter, you should be able to:
- Explain the difference between performance ...
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