ABSTRACT
Whereas Chapter 9 focused on evaluating sales or ga ni za tion effectiveness, this chapter examines the task of evaluating salesperson per for mance and job satisfaction. Evaluations of sales or ga ni za tion effectiveness concentrate on the overall results achieved by the different units within the sales or ga ni za tion, with special attention given to determining the effectiveness of territories, districts, regions, and zones, as well as identifying strategic changes to improve future effectiveness. These effectiveness assessments examine sales or ga ni za tion units and do not directly evaluate individuals. Nevertheless, sales managers are also responsible for the effectiveness of their assigned, individual salespeople.
