Lecture on Sales Force Performance

Sales force on the path to significantly higher performance. The sales literature focuses on sales control as one means to accomplish this. To complement sales control, a manager may use trust as a means to govern the efforts of his salesforce. A sales person’s job performance will be a function of his/her aptitude or special ability. The Skill concerns with how well an individual can learn and perform necessary tasks. An Aptitudes consists of enduring personal abilities while skills can change with learning and experience.