upset conditions: Saloes Managment
- 06/22/08 04:06 PM
Much has been written and studied concerning the allocation of resources in marketing, especially in managing a sales force. It's common to want to support the weaker members of the team, especially as resources become scarce, it's compassionate, and generous, but it almost always the wrong business choice. As ad dollars dry up, or the market tightens, or competitors make a move, or customers wobble, a good manager (especially one who is managing with one eye on potential "upset conditions") will almost always go with his top producers. 1) NCOS (Net Cost Of Sales) The top guys typically produce 2 to … (2 comments)
Much has been written and studied concerning the allocation of resources in marketing, especially in managing a sales force.
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