Zobrazeno 1 - 2
of 2
pro vyhledávání: '"Paul R. Dorf"'
Autor:
Lisette F. Masur, Paul R. Dorf
Publikováno v:
Journal of Organizational Excellence. 23:35-41
When the economy nose-dived after the boom of the 1990s, some companies modified their sales compensation plans as a way to reduce costs—in some cases with undesirable results. More progressive companies modified their sales strategies first and th
Autor:
Paul R. Dorf
Publikováno v:
National Productivity Review. 19:73-77
Many firms depend on the effectiveness of their sales personnel to ensure success. Yet they often design sales incentive and compensation programs that misdirect their salespeople's efforts and sometimes even contradict organizational goals. This art