Control of Sales Performance: Aspen Research Proposal

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What is critically important in creating a balanced scorecard for high services businesses such as the Aspen Athletic Club of Iowa is a strong focus on measuring collaboration over time, as contracts are sold through team efforts usually (Lidstone, 1990). One the key performance indicators are included in the balance scorecard, sales managers often will evaluate performance in a periodic basis.

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The extent to which the sales team identifies with an internalizes their goals is the extent to which control of sales performance will be effective over time......

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