An Analytical Approach for Evaluating Sales Territory Performance
David W. Cravens, Robert B. Woodruff, Joe C. Stamper
Journal of Marketing · 1972 · Volume 36 · Issue 1
DOI: 10.1177/002224297203600106
Abstract
The authors outline a promising analytical approach to the evaluation of performance in sales territories and the establishment of benchmarks for future sales territory performance.
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