Sales Management and E-Marketing How Term Paper

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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 collaborating between both their
accounts and the internal teams necessary to get projects completed. The
performance attributes that objective measures most commonly measure are
the quantifiable aspects of a salespersons' job including quota attainment,
revenue, margin, and unit sales volumes attained and total number of new
accounts brought into the company during a given quarter.

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Objective
measures in many companies are used for creating a benchmark of performance
by which other sales representatives are compared with one another. Of both
methods, the objective measures of performance are the most critical as
they have a direct impact on profitability of the company. The subjective
elements are often congruent with objective measures of performance as
well. It is important to have both as sales management needs to assess
each set of skills in defining development plans for each sales
representative......

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"Sales Management And E-Marketing How" (2007, August 17) Retrieved June 5, 2026, from
https://www.aceyourpaper.com/essays/sales-management-e-marketing-36177

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"Sales Management And E-Marketing How", 17 August 2007, Accessed.5 June. 2026,
https://www.aceyourpaper.com/essays/sales-management-e-marketing-36177
   

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