Selling Today: Partnering to Create Value, 14/e

Reality Sales Managment Case Problem— Assessing Productivity

One of the more interesting developments in sales force management is the use of customer feedback to improve the performance of salespeople. These programs go by a variety of names such as “360-degree feedback,” “customer-conscious compensation,” and “customer satisfaction rewards.” Organizations that have adopted this assessment strategy believe salespeople can benefit from feedback collected from the customers they serve. Also, the information collected can be used by the company ...