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Marketing

In: Efficiency Auditing

Author

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  • B. H. Walley

Abstract

Analysis of the performance of the sales force can be viewed as follows: (A) Establishment On what basis and for what reasons was the sales force established? What objectives has the sales force — for example: To establish goodwill with customers. To take orders of value x per year. To deliver products as well as to sell them. To be a ‘salesman’, by agressive selling. To carry out technical evaluation of customers’ requirements and problems. To gain new accounts.

Suggested Citation

  • B. H. Walley, 1974. "Marketing," Palgrave Macmillan Books, in: Efficiency Auditing, chapter 11, pages 148-153, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-02071-3_11
    DOI: 10.1007/978-1-349-02071-3_11
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