Blog

A weakness of output-based goals is that:

All of these factors affect demand EXCEPT:

Goals for salespeople should be set:

ROI measures how well a manager manages the firm’s assets in different territories.

Making calls, giving sales presentations, and following up with potential buyers are all examples of output-based sales goals.

Research findings show that difficult (but not too difficult) goals elicit:

Market potential is the total industry-wide sales expected for a product category.

When a salesforce is arranged geographically, the salespeople are specialists.

Diversity initiatives are defined as actions undertaken with the specific purpose of:

Gen Z sales reps are digital natives and the most adapted to a hybrid work schedule.