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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.

It is important to evaluate salesforce performance in order to:

A break-even analysis is a calculation that helps sales managers determine:

Artificial intelligence software and systems that learn from and mimic humans and act on information without human intervention.