Criteria used for evaluating sales persons

Abstract

Outlines a method to determine the relative importance of the principal criteria applied by sales managers in evaluating the performance of sales persons. Presents this in relation to objectives, prior research, methodology, sample data collection and data analysis. Concludes that the study outlined would prove that qualitative measures of performance are important in the evaluation of the sales person. Suggests that it would also address the question of the need for extensive product knowledge together with the use of profit as a measure of success.

Citation

Poon Teng Fatt, J. (2000), "Criteria used for evaluating sales persons", Management Research News, Vol. 23 No. 1, pp. 27-32. https://doi.org/10.1108/01409170010781966