Measuring Performance Of Salaried Salespeople.

Riola, Peter W.

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ERIC Number: EJ105444

Record Type: CIJE

Publication Date: 1974

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Measuring Performance Of Salaried Salespeople

Riola, Peter W.

Training and Development Journal, 28, 11, 12-4, Nov 74

A Sales By Objectives (SBO) program offers the sales manager results by using the resources around him--his sales personnel--to set their own personal, routine, problem solving, and innovative goals. (MW)

Descriptors: Behavioral Objectives, Distributive Education, Goal Orientation, Motivation Techniques, Objectives, Performance Criteria, Personnel Management, Sales Workers, Salesmanship

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