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.
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.