November 1988
Journal of Personal Selling & Sales Management;Nov88, Vol. 8 Issue 3, p68
Academic Journal
This article focuses on publications related to sales evaluation and performance. One of the articles is "Frameworks for Sales Force Analysis," by douglas J. Dalrymple and William M. Strable, published in a previous issue of the journal "1988 AMA Educators' Proceedings." The objective of this article was to try two different approaches to the evaluation of sales performance data to see if an improved analytical framework could be created. Two frameworks that have been widely used to evaluate salespeople are correlation/regression and career stages approaches. Both of these techniques were used to review performance data for 56 building supply salespeople. Another article "Minimize the Danger of Giving References," by Gerard Panaro, published in the August 1967 issue of "Personnel Journal." Panaro, an attorney, describes the legal implications associated with lawsuits filed by employees claiming a defamation caused by an employer's reference. The author identifies not only the cost of losing such suits but also the cost of successfully defending such cases.


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