The Sales Force Management Audit

by Alan Dubinsky, Richard Hansen



Describes the areas an auditor should examine when performing a sales force management audit. Elements of the sales force management audit; Factors affecting sales management policies and practices; Importance of functional analysis affecting sales personnel; Qualities of a sales force management auditor; Time duration of the audit; Benefits of the audit.

California Management Review

Berkeley-Haas's Premier Management Journal

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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