The subjective aspects of performance are preferable in how well a sales representative is doing in serving and understanding their customers, how well the sales rep working internally with team members and critical pre-sales support staff, and how the communication skills of the sales representative are making the entire selling cycle in major accounts more effective or not. Subjective attributes are then critical for measuring how well a sales representative is working in conjunction with and

If this was the case, the client would probably feel overwhelmed by a team of people all trying to influence them. Instead, the sales force needs to have people with a business approach and with a relationship building approach, as well as someone with a sales approach. The next consideration is the training required of the staff. Considering that the approach to be used is based on teamwork, it is

It is far more difficult to move into sales later in one's career, without sales experience on the resume. Regardless of what transpires in their sales career, resilience is a quality all salespeople will learn, and resilience is the bulwark of every career: "As meeting clients and encouraging them to purchase your products is the core of the profession, good interpersonal skills are a must, as well as a

67 Northwest Vans 70 20 10 Sciffman 65 20 15 Lukebore 80 10 10 Wilkie 20 10 70 Region Averages 58.75 15 26.25 Revenue Average $822.50 $180.00 $525.00 $509.17 Southwest Goodie 5 5 90 Stubber 5 15 80 Holden 0 0 Macke 10 20 70 Region Averages 5 10 85 Revenue Average $70.00 $120.00 $1,700.00 $630.00 Assumption: Average Gross Margin Per Ton (1998-2000) Ammonia $14.00 Phosphates $12.00 Potash $20.00 Tonnage across all regions for the three years was next calculated based on the Exhibits in the case study. Figure 2: Total Tonnage Analysis provides a three-year breakout including the four quarters of 2000 as defined in the case study. The Southwest region leads in total tonnage with 395,507. Figure 2: Total Tonnage Analysis 1 rst Qtr 2nd qtr 3rd qtr 4th qtr Total Tonnage Region Sales 98 Sales 99 2000 2000 2000 2000 Eastern 107,747 115,373 36,440 51,726 21,446 14,144 346,876 Central 126,372 95,880 28,085 50,941 13,710 18,274 333,262 Northwest 106,750 102,609 40,758 58,862 29,016 15,664 353,659 Southwest 124,448 110,165 51,826 77,017 17,292 14,759 395,507 When

Susi, G. Paolo, G. (2009). The sales function in the twenty-first century: where are we and where do we go from here? European Journal of Marketing. Emerald Group Publishing Limited. In this journal article the authors investigate the effect of selling strategies on sales performance. They do so by briefly reviewing sales performance journals. This journal article has been chosen because it reveals several selling strategies used both by successful

" In these types of organizations where only a few large customers are served, predicting sales based on first-hand knowledge of the customers can be an effective forecasting method. A survey of customers involves asking customers about their future intentions. One of the benefits of this method is that it allows for an overview of all customers, rather than focusing on several select customers. The second benefit is that it gains