Assess constantly against targets - SMART objectives
Other factors assessed:
- productivity - calls per day/account, number of orders v calls
- account development - no. new accounts, growth of sales from existing
- expenses - expenses v no. calls made
BRANDS
(De Chernatony '01) answer on 5 point scale to highlight S&W
- brand vision
- organisational structure
- brand objectives
- brand essence
- implementation & brand resourcing
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