TAILIEUCHUNG - SALES TERRITORY ALIGNMENT: AN OVERLOOKED PRODUCTIVITY TOOL

Often filmmakers will employ point of view shots to place us within the perspective of two characters – in this case, the heroine and the villain. This final scene from the Silence of the Lambs is filmed in the conventional style of the horror movie. First we experience the fear and anxiety of the lead character as we see the serial killer’s lair through her eyes. The narrative tension is created by our knowledge that the man is the serial killer and so we wait anxiously to see when she will realise this fact and take action to arrest him | Sales Territory Alignment An Overlooked Productivity Tool Andris A. Zoltners and Sally E. Lorimer The authors have a wide-spectrum of experience in territory alignment arising from research as well as direct interaction with over 300 sales forces. Based on their experience they believe sales territory alignment is one of the most frequently overlooked sales force productivity areas. Many sales forces are losing millions of dollars each year because of territory imbalances. Wellmanaged companies are overcoming the many obstacles to good territory design by using a cogent process to realign territories. This process ensures that consistent objective criteria are used to evaluate alignment needs yet recognizes the importance of incorporating local management judgment. Introduction Sales force productivity is a hot topic. Sales managers like managers in most areas of business are feeling the pressure to do more with less. Numerous books and articles have been written that discuss how trends like benchmarking Smith Ritter and Tuggle 1995 reengineering Blessington and O Connell 1995 total quality Cortada 1993 and downsizing Lucas 1996 can be applied to the sales force. Executive courses on sales force productivity at leading universities are among the most popular courses offered. Companies are hiring consultants establishing task forces and even setting up entire departments to deal with sales force productivity issues. The focus on productivity of sales forces is warranted because they cost American companies over 500 billion a year Zoltners 1999 . Heide 1998-1999 reports that the cost of an industrial sales call in many industries is over 200. For many companies the sales force is one of their most expensive human resource investments. Companies are fighting back with numerous initiatives aimed at improving sales force productivity. Popular sales force productivity initiatives include sales force automation account management programs lead generation systems .

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