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6e SM Module10

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Evaluating the Performance of Salespeople.Evaluating and Controlling Salespeople.
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  Evaluating the Performance of Salespeople Module Ten  Ingram LaForge Avila Schwepker Jr. Williams Professional Selling:  A Trust-Based Approach Module 10: Evaluating the Performance of Salespeople Learning Objectives 1.Discuss the different purposes of salesperson performance evaluations. 2.Differentiate between an outcome-based and a behavior-based perspective for evaluating and controlling salesperson performance. 3.Describe the different types of criteria necessary for comprehensive evaluations of salesperson performance.  Ingram LaForge Avila Schwepker Jr. Williams Professional Selling:  A Trust-Based Approach Module 10: Evaluating the Performance of Salespeople Learning Objectives 4.Compare the advantages and disadvantages of different methods of salesperson performance evaluations. 5.Explain how salesperson performance information can be used to identify problems, determine their causes, and suggests sales management actions to solve them. 6.Discuss the measurement Importance of salesperson job satisfaction.  Ingram LaForge Avila Schwepker Jr. Williams Professional Selling:  A Trust-Based Approach Module 10: Evaluating the Performance of Salespeople Setting the Stage 1.What were the primary changes Prince made to the performance evaluation process? 2.How did the changes impact City Wholesale’s sales force? Evaluating Salesperson Performance at City Wholesale
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