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Organizing the objectives of Areas of sales management organization
The sales manager has established specific objectives, by product line or by customer classification, for each territory in his unit.






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The assignment of these objectives in the form of sales quotas is the organizational method most frequently used. Regardless of whether such quotas or objectives are used as a basic for compensation, it is essential that they be transmitted to salesmen as definite assignments, in written form and in as much detail as practical. On the salesman's part, it must be clearly understood that these quotas or objectives will be used as a basis for evaluating his performance.

Whenever possible, sales quotas or objectives should be broken down and assigned by product line or customer classification, and special objectives (as for new business) should be clearly identified. The time limit within which the objectives are to be achieved should also be specified. Objectives should be assigned not only for annual operations but for monthly or even weekly activities as well.

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