Faculty Publications

Title

Examining the bases utilized for evaluating salespeoples’ performance

Document Type

Article

Journal/Book/Conference Title

Journal of Personal Selling and Sales Management

Volume

15

Issue

4

First Page

58

Last Page

65

Abstract

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. © 1995 Taylor & Francis Group, LLC.

Original Publication Date

1-1-1995

DOI of published version

10.1080/08853134.1995.10754037

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