Most sales organizations use goals. Studies show that the majority of industrial and consumer goods manufacturers use some type of quota, and that these goals are used in both large and small firms (Douthit 1976; Dubinsky and Barry 1982). Many of these managers assign quotas or other objectives to their sales force, while in other cases salespeople jointly determine their performance goals with their managers. Even firms which use sales agents such as manufacturers’ representatives often provide them with targets of desired performance.

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