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      SALESFORCE DECISIONS FOR THE INDUSTRY

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~ .. SALES FORCE DECISIONS

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~ ...... BUYER-SELLER RELATIONSHIP

~ ...... SALES TASKS

~ ...... i. Prospecting

~ ...... ii. Communicating

~ ...... iii. Selling

~ ...... iv. Servicing

~ ...... v. Information gathering

~ ...... vi. Allocating

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~ ............ SALESFORCE INTERACTION

~ ~ ...... Customer Prospecting

~ ~ ...... Customer Communications

~ ~ ...... Selling

~ ~ ...... Customer Servicing

~ ~ ...... Information Gathering & Usage

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... SALES FORCE SIZE DECISIONS

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~ ...... SALESMAN PRODUCTIVITY APPROACH

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~ ...... SALESMAN WORKLOAD APPROACH

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~ .... SALES FORCE DESIGN

~ ...... SALES-FORCE STRUCTURE

~ ...... i. TERRITORIAL-STRUCTURED SALES FORCE

~ ...... ii. PRODUCT-STRUCTURED SALES FORCE

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~ ...... iii. CUSTOMER-STRUCTURED SALES FORCE

~ ...... iv. COMPLEX SALES-FORCE STRUCTURES

~ ...... TERRITORIAL DESIGN

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~ ............ SALESFORCE STRUCTURE

~ ~ ...... Territory Value Structured

~ ~ ...... Workload Structured

~ ~ ...... Territory Structured

~ ~ ...... Product Structured

~ ~ ...... Customer Structured

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ...... i. TERRITORY SIZE

~ ...... ii. TERRITORY SHAPE

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~ .... SALES FORCE SELECTION

~ ...... SALESMEN SELECTION

~ ...... WHAT MAKES A GOOD SALESMAN?

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~ ...... RECRUITMENT PROCEDURES

~ ...... APPLICANT-RATING PROCEDURES

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~ .... SALES FORCE TRAINING

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~ .... SALES FORCE COMPENSATION

~ ........ Income regularity

~ ........ Reward for above-average performance

~ ........ Fairness

~ ........ Control

~ ........ Economy

~ ........ Simplicity

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~ ...... LEVEL OF COMPENSATION

~ ...... ELEMENTS OF COMPENSATION

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~ ...... i. STRAIGHT SALARY

~ ...... ii. STRAIGHT COMMISSION

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~ ...... iii. COMBINATION SALARY AND COMMISSION

~ ...... STRUCTURE OF COMPENSATION

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~ ............ SALESFORCE EMPLOYMENT

~ ~ ...... Recruitment Procedures

~ ~ ...... Applicant Vetting & Selection Procedures

~ ~ ...... Salesforce Training

~ ~ ...... Salesforce Compensation

~ ~ ...... Compensation & Incentivization Development

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~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... SALES FORCE SUPERVISION

~ ...... DIRECTING SALESMEN

~ ...... i. DEVELOPING CUSTOMER CALL NORMS

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~ ...... ii. DEVELOPING PROSPECT CALL NORMS

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~ ...... MOTIVATING SALESMEN

~ ...... i. ORGANIZATIONAL CLIMATE

~ ...... ii. SALES QUOTAS

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~ ...... iii. POSITIVE INCENTIVES

~ ...... EFFECTIVENESS OF SALES INCENTIVES

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~ ............ SALESFORCE SUPERVISION

~ ~ ...... Direction: Customer Call Norms

~ ~ ...... Direction: Prospect Development

~ ~ ...... Motivation: Organization

~ ~ ...... Motivation: Sales Quotas

~ ~ ...... Motivation: Incentives

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... SALES FORCE EVALUATION

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~ ...... SOURCES OF INFORMATION

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~ ...... Report on new business secured

~ ...... Report on lost business

~ ...... Report on local business and economic conditions

~ ...... FORMAL EVALUATION OF PERFORMANCE

~ ...... i. SALESMAN-TO-SALESMAN COMPARISONS

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~ ...... ii. CURRENT-TO-PAST-SALES COMPARISONS

~ ...... iii. QUALITATIVE APPRAISAL OF SALESMEN

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~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

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~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

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~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

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~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

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~ .... Financial forecast notes

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~ ............ SALESFORCE EVALUATION

~ ~ ...... Sales Information Monitoring

~ ~ ...... Sales Performance Reporting

~ ~ ...... Sales Evaluation: Personal Comparisons

~ ~ ...... Sales Evaluation: Sales Period Comparisons

~ ~ ...... Sales Evaluation: Qualitative Comparisons

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~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ............ SALESFORCE COSTS

~ ~ ...... Sales Personnel Costs : Fixed

~ ~ ...... Sales Personnel Costs : Variable

~ ~ ...... Sales Personnel Expenses

~ ~ ...... Sales Overhead Expenses

~ ~ ...... Sales Material Costs

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... HISTORIC FINANCIAL DATA

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~ .... Historic Balance Sheet

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~ ~ ...... Historic Costs & Margins

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~ ~ ........ Historic Financial Ratios & Margins

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~ ~ .......... Historic Operational Ratios & Margins

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~ .... Financial forecast notes

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~ .... SALESFORCE DECISIONS FINANCIAL FORECASTS : Current to 2028

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~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

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~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

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~ ........ Base Forecast : Median Market Scenario Financial Ratios

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~ .......... Base Forecast : Median Market Scenario Operational Margins

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~ .... Marketing Expenditure Balance Sheet Forecast

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~ ...... Marketing Expenditure Operational Costs Forecast

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~ ........ Marketing Expenditure Financial Ratios

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~ .......... Marketing Expenditure Operational Margins

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~ .... Export Sales Improvement Balance Sheet Forecast

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~ ...... Export Sales Improvement Operational Costs Forecast

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~ ........ Export Sales Improvement Financial Ratios

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~ .......... Export Sales Improvement Operational Margins

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~ .... Personnel + Staff Improvement Balance Sheet Forecast

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~ ...... Personnel + Staff Improvement Operational Costs Forecast

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~ ........ Personnel + Staff Improvement Financial Ratios

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~ .......... Personnel + Staff Improvement Operational Margins

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~ .... Fixed Marketing Cost Objectives Balance Sheet Forecast

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~ ...... Fixed Marketing Cost Objectives Operational Costs Forecast

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~ ........ Fixed Marketing Cost Objectives Financial Ratios

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~ .......... Fixed Marketing Cost Objectives Operational Margins

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~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

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~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

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~ ........ Variable Marketing Cost Objectives Financial Ratios

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~ .......... Variable Marketing Cost Objectives Operational Margins

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~ .... Selling Cost Objectives Balance Sheet Forecast

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~ ...... Selling Cost Objectives Operational Costs Forecast

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~ ........ Selling Cost Objectives Financial Ratios

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~ .......... Selling Cost Objectives Operational Margins

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~ .... Sales Cost Improvement Balance Sheet Forecast

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~ ...... Sales Cost Improvement Operational Costs Forecast

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~ ........ Sales Cost Improvement Financial Ratios

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~ .......... Sales Cost Improvement Operational Margins

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~ .... Promotional Expenditure Balance Sheet Forecast

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~ ...... Promotional Expenditure Operational Costs Forecast

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~ ........ Promotional Expenditure Financial Ratios

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~ .......... Promotional Expenditure Operational Margins

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~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

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~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

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~ ........ Sales Personnel + Staff Improvement Financial Ratios

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~ .......... Sales Personnel + Staff Improvement Operational Margins

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~ .... Sales & Marketing Cost Scenarios Balance Sheet Forecast

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~ ...... Sales & Marketing Cost Scenarios Operational Costs Forecast

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~ ........ Sales & Marketing Cost Scenarios Financial Ratios

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~ .......... Sales & Marketing Cost Scenarios Operational Margins

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~ .... Financial data definitions