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Sales

Setting Sales Quotas

Donald Herzog

ArticleIn-Depth
Abstract
Sales quotas need not be set intuitively or by hit or miss "we've got to beat last year's figures" systems. There is a whole arsenal of proved statistical procedures which the businessman can use as weapons in his war against sales resistance.
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Winter 1961

Volume 3
Issue 2


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California Management Review

Published at Berkeley Haas for more than sixty years, California Management Review seeks to share knowledge that challenges convention and shows a better way of doing business.

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