Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance

Evaluating salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their salespeople. A study was conducted to determine the bases actually used by sales managers and the results were...

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Bibliographic Details
Published inThe Journal of personal selling & sales management Vol. 15; no. 4; pp. 57 - 65
Main Authors Hawes, Jon M., Jackson, Donald W., Schlacter, John L., Wolfe, William G.
Format Journal Article
LanguageEnglish
Published Routledge 01.01.1995
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Summary:Evaluating salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their salespeople. A study was conducted to determine the bases actually used by sales managers and the results were compared with a study conducted in 1983. Findings indicate more emphasis on profit and cost control, a continued reliance on qualitative measures, and a wide variety of bases being utilized to evaluate the performance of salespeople. Furthermore, the stability of results, across a wide variety of respondent job titles as well as business types and sizes, indicates a good deal of generalizability to other firms.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.1995.10754037