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The Sales Force Management Audit
Dubinsky, Alan J., and Richard W. Hansen
24/2  (Winter 1981): 86-95

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.

 

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