65
f¾,f°f¯°¾°¾¾ #& %0/8.530412,70932,3,0203902070//:73903/:897,#0;4:943032,88  574/:.943708:90/390.70,94341,7047,3,9438,3/90.344.,,/;,3.0870,90/94 97,385479,943,3/.422:3.,94303,3.0/,..08894047,5.2,7098%094 /0;04520398.4397-:90/94,743300/147902,3,020394174:58418,08504503 ,70.425,308 :73909.039:784204-807;078,;0/08.7-0/14:70;4:943,789,08418,08,3/ 2,70932,3,02039%0178989,0.,890/:3990-0333419070,905708843 ,8.,7,.9070/-,3025,88430330073,3/574/:.943,3,078394801:3.943, ,70,80307,/0907230/90.425,384,8,3/5,38%0/0;0450/574/:.98,3/809  57.08990,88:259439,990.:89420784:/3,9:7,-:,90;0790.4:/099490 2,709%04-41908,08/05,7920398903,8825941,.9,909082449144144/8 174290.425,39490.438:207 %02,2-:/,-0990724:8097,5,3/9050450.420,80110.9;0/,80/-90 0570884303574/:.07814:3/9,9803574/:.98.4:/-02:.2470/11.:99,3 .:7339024:9$,0850450,3/2,3,07807000;,90/94,3089,9:8,3/90735:9394  574/:.95,333,3/47,3,943,4,809933.70,80/9,8,84/:73985074/9,9 ,7/809,.9.8.8902-4/9089070495041903,8.7-0/94,:9424-0,3/,:23:2 8/38,08203070/0;0450/%0,7/80548457010.90/9057450389412489 47,3,94389414.:843099390.:89420794,3990574/:.99,9,8-03411070/7,907 9,3/0;073,990.:894207/0870/%880.43/0;4:943,789,00903/0/174290 8394908 :73908,3/8.425,308390&390/$9,908-0,39402-7,.090.43.05941 2,7093.39,90/,819419047,3,943,14.:8174280394.:894207 8,981,.943,3/2470011.039,/;07983,3/57424943,57,.9.08%0,/45943412,7093 90.36:08088039,3;4;0/903907,94341908038/041-:8308839470,90/ 1:3.94388:.,8-:/0933;03947.43974,704:83,3/574/:.9/0;045203908590 90020703.041902,70935484540;0724892,3:1,.9:73.425,308.4393:0/ 94025,8090574/:.9438/041907-:83088 $,082,3,02039,9&$.425,308039070/,14:790;4:943,789,0/:73908 .,7,.9070/-,2,70/8191742,8:558/02,709347039,94394.:89420747039,943 $0;07,1,.94785742590/98.,303.70,80/14703.425099435,79.:,71742,5,3  5480/,8074:8970,994207.,3.425,308.070.425,7,9;03011.039,3/ :3,,7041.:894207,3983,//943,84/433&$2,709749708:90/370,907 .42509943-09003/42089.7;,83,,.,30384.,47039,943/02,3/0/9,9 .425,30814.:843.70,93,3/803574/:.989,94:/574;/0,-099076:,94110 7,9079,3,072,907,89,3/,7/41;3%8.,30,80;/03.0/-90574107,943 41,857490.939003;7432039,3/2,3/,93574/:.98,109

t.b.on Sales Force Management

Embed Size (px)

Citation preview

Page 1: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 1/65

f¾,f°f�¯°f°¾°¾¾

#&

%0/8.530412,70932,3,0203902070//:73903/:897,#0;4:943032,88

 574/:.943708:90/390.70,94341,7047,3,9438,3/90.344.,,/;,3.0870,90/9497,385479,943,3/.422:3.,94303,3.0/,..08894047,5.2,7098%094/0;04520398.4397-:90/94,743300/147902,3,020394174:58418,08504503,70.425,308

:73909.039:784204-807;078,;0/08.7-0/14:70;4:943,789,08418,08,3/2,70932,3,02039%0178989,0.,890/:3990-0333419070,905708843,8.,7,.9070/-,3025,88430330073,3/574/:.943,3,078394801:3.943,,70,80307,/0907230/90.425,384,8,3/5,38%0/0;0450/574/:.98,3/809 57.08990,88:259439,990.:89420784:/3,9:7,-:,90;0790.4:/0994902,709%04-41908,08/05,7920398903,8825941,.9,909082449144144/8

174290.425,39490.438:207

%02,2-:/,-0990724:8097,5,3/9050450.420,80110.9;0/,80/-900570884303574/:.07814:3/9,9803574/:.98.4:/-02:.2470/11.:99,3.:7339024:9$,0850450,3/2,3,07807000;,90/94,3089,9:8,3/90735:9394 574/:.95,333,3/47,3,943,4,809933.70,80/9,8,84/:73985074/9,9,7/809,.9.8.8902-4/9089070495041903,8.7-0/94,:9424-0,3/,:23:28/38,08203070/0;0450/%0,7/80548457010.90/905745038941248947,3,94389414.:843099390.:89420794,3990574/:.99,9,8-03411070/7,9079,3/0;073,990.:894207/0870/%880.43/0;4:943,789,00903/0/1742908394908

:73908,3/8.425,308390&390/$9,908-0,39402-7,.090.43.059412,7093.39,90/,819419047,3,943,14.:8174280394.:8942078,981,.943,3/2470011.039,/;07983,3/57424943,57,.9.08%0,/45943412,709390.36:08088039,3;4;0/903907,94341908038/041-:8308839470,90/1:3.94388:.,8-:/0933;03947.43974,704:83,3/574/:.9/0;04520390859090020703.041902,70935484540;0724892,3:1,.9:73.425,308.4393:0/94025,8090574/:.9438/041907-:83088

$,082,3,02039,9&$.425,308039070/,14:790;4:943,789,0/:73908.,7,.9070/-,2,70/8191742,8:558/02,709347039,94394.:89420747039,943

$0;07,1,.94785742590/98.,303.70,80/14703.425099435,79.:,71742,5,3 5480/,8074:8970,994207.,3.425,308.070.425,7,9;03011.039,3/:3,,7041.:894207,3983,//943,84/433&$2,709749708:90/370,907.42509943-09003/42089.7;,83,,.,30384.,47039,943/02,3/0/9,9.425,30814.:843.70,93,3/803574/:.989,94:/574;/0,-099076:,941107,9079,3,072,907,89,3/,7/41;3%8.,30,80;/03.0/-90574107,94341,857490.939003;7432039,3/2,3/,93574/:.98,109

Page 2: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 2/65

%0708:941.,308/:73908,3/0,78,89,98,08,3/2,7093850.,898070147.0/94.43.0397,90907011479843/0907233570.80,9.:8942078,390/,3/011.039574;/39%8.,3030.0889,90/70,9073;4;02039-8,082,3,0783904,80993,3/5,333,.9;90841904;07,47,3,943%8-74,/030/8.45020,399,98,082,3,078070050.90/94/0;045,247074:3/0/-4/41340/09,903.425,880/

13,3.04507,9438,3/5:7.,83

9908,209208,082,3,078070147.0/94/0,949075;49,0.4342.,3/84.,.,30801,24384.40.4342.9703/841908,3/0,78,8900;4:943412,709320/,890.4894190,;07,03/:897,8,08.,74.090/17420889,339424709,3-90,9082,7093,3/8,082,3,078-0,39489708849078,08944870.92,,3/90054308,08-0.,20011.039/70.92,7093,9073,9;08941,.0941,.0803%0,848:71,.0/,825479,3920/,9,98,082,3,078.4:/:8094,:2039900114798419078,085045039010/

4898,;0-003.439,30/8420,93903907;0330,78841,..47/394,8:7;0

 -9097,/04:73,$,08,7093,3,0203990,;07,08,08.,,.7488,3/:8978020398,3/1478,08,039841,0;0841050703.0.489,3:1,.9:73.4393:0/94-0903/:89780.947990248905038;08,08897:.9:709.4898,;07,3507.,408,3,8,990490703/4190850.97:2,;07,3:89507.,8, 507.039,041949,70;03:088,08.,8390807;.03/:89708903/94-00897057080393507.03943,;07,0$,08.,050380832,3:1,.9:73709,3,3/408,3,,;07,0/-09003507.039,3/507.039,..47/3949089:/

 43090088390,9088,08.489.:993.4393:0/94-0,57479,92,3.425,308243902094/83.70,83:80/949728034;070,/070,;38,087058474:941907434208,90,89:3990-:9:5,.079,3,24:39418,08;4:20,3/023,93

2470,..:7,90/897-:93842041901:3.9438419097,/943,8,082,3,073/00/8420.425,308-4,890/9,990.4:/4507,9094:98,082,3,078,88,08147.08070 -0.4233.70,8324-0,3//0.0397,0/,3/,831472,94390.344574;/0/90088039,3,08-090032,3,02039,3/908,08147.0:942,943418,0870,90/,.9;908,8,2,47,3/4190317:897,93/7;0/:739080.43/,141908%884.,0/8,08147.0,:942,943$,83903/0/942,2090011.03.418,08,039847,3/94-09907.447/3,908,08,.9;908949071:3.9438390-:8308840;07,82,3,8,14190808419,70889028389,0///349;0:59490.425,308050.9,94380859098248939010/34800,:942,943,8,-,8030706:70203914730,7,38,08147.0

Page 3: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 3/65

Page 4: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 4/65

O 4:78,0890,2890;4.0414:7.425,331,.94:770582,-09043504509/70.9.:8942073907,.943%02,-07085438-0147574850.93803,3/2,3,30893.:8942078%0.4397490/,4:094:72,709,907100/-,.,3//0;07434:7;,:0574548943,3/-7,3/574280

O %08,0890,22,047-70,4:72,70930114798;0314:70349507843,

7085438-0147908,0890,29825479,3994:3/0789,3/907740,3//7,439,9340/094.70,90-099072,70935747,28O $,08,3/2,7093807;04305:75480940307,9070;03:0%084:/-0.425090

,30/3907:3/0789,3/341.:894207300/89072088,08,3/90574.08890:8094/0391574850.9880.480,3/2,3,0%084:/47940907,8,:39 574;/3;,:,-0100/-,.942574;0,41907897,9008

O 03/05,7920398,7039,30/4:7.425,3,8908920,3/455479:39470,250038,085045070790907,9:70,3/94489490734:72088,08,70/:90/,3/8,0850450,70/4384209349079,3803

$2,2574;02039834:790,2888,3/574.08808.,341903574/:.08:-89,39,708:98

;0370,98,0850450.,3-030191742.4,.314:790,28897:39070874421472574;020393/99079,9903943944:755030,3/4,84:.,32,08:704:704397,.9494:73:2-078,3/2,0,/:8920398,8300/0/

089,80 0:97,,80 4789,80

4:78,0890,28,70;03:02,.30%0,;0907988,3/050703.09070249;,90/94.42030,./,,3/.480-:830884:

.4,.90270:,7942574;09075071472,3.003574-028,7809070

/0,99819

%08,0890,2/408,70,9 4-/0;07390.425,38;,:0574548943-7,3/897,90,3/2088,08

%070,7089743,3/0, 5,07843908,0890,2

$420706:70,492470,3/4/39,34:/09070

839,,892094;0902900590300/8,708:9907.4807,948,702:.407%070

 574-,-3499939076:49,8-:99070349,2,47,-99490

.425,3

4:78,0890,283989743%02,349,;0,

/0/.,90/8,082,3,0794052574;05071472,3.0%02,349,;0034:

050703.00850.,14:70,82,.425,39,9.,3909,1147/90-990784:,;0,55030-:9/43934,98,550339 574850.9899,0843079,3984:/94.480/0,84:8:850.94:300/,303970

308,084507,943

$,08,3,02039043.0598$9058

Page 5: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 5/65

014704:-03

98,,8,44/920943.70,804:714.:8438,082,3,020394:78,08574.088,3/#,7025479,3994489,9.,3054:2,3,04:790,21470.,89708:98,3/0054:790,243.4:780

70,909079.425038,9435,3,3/909944:7

70;03:04,8

70,98,0850450,39942,02430%0905,3944:770;03:04,8,3/2,08:709,94:70.425038,934:770581479079938470,25014:77058/4390,73.42288431472,3,34:80,..4:398908503/90792043,190730-:83088,3/4:.4:/480;,:,-00893.:8942078

$0970,89.6:49,8

070,89.,-4:9,9,8,08507843.,3,..42583,80992017,2044/8,0850450.,3 -0/0249;,90/-:370,89.6:49,8..,30,/949:734;07

70907950450

%4-:/,70,990,289,799,8974370.7:9301147970,90,/09,0/4-/08.75943844:340,.9,94:300/34:7.,3//,908,89,/0309:80,9474:3907;0 574.088,3/4,190790.,3//,9084:70,,39

4,.,3/574;/0100/-,.

44/2,3,07,.9;04789908,0890,2%7,34:770589474:,3/.4,.902942574;090788443.,8089,-85071472,3.020,8:7020398,3/574;/0100/-,.1,705,8974:-03,5,79.:,7,70,.70,90,3,.9435,3,3/20,8:702574;02039

0307,9044/7054798

4:300/44/8,0870547989420,8:7090,2,3/3/;/:,5747088094:/439,394:78,087058948503/;,:,-08,08920.70,932,3:,898,3/70547983890,//0;045,:942,90/7054793574.088081470,250.70,90705479834:7#88902944/70547984:.,3800574-0282:.0,707,3/9,0,.94324706:.

49;,90

44/8,087058,399409-0990703.4:7,09029470,/,9903/8023,7830947,3/0057013390788

1907$,08,3,02039

Page 6: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 6/65

 00547394:790,22574;390788,3/,/:893,8300/0/709079 504502,3,09020,3/0349078:..088

%#$$%

94:90740418,082,3,02039574108843,882:9/8.53,7907572,77085438-908,70809934,8147,8,08147.05,333-:/093,3/47,33, 5747,294,.0;094804,825020393905747,2,3/.439743,3/0;,:,9390708:98;0303,8,08147.08,70,/35,.0908,082,3,070;090807085438-908,8,34343574.08830.088,794,/,5994-4939073,,3/09073,.,308

$%%

%4:3/0789,3/90740418,082,3,07831472:,934,84302:891789.4257003/907

 548943939047,3,94331,.98,082,3,020398:894301,.0941,.425,384;07,2,7093897,90.425,382,70935747,287057080390/-982,70932.03.425,8808897,900870,90/94574/:.9857.0857424943,3//897-:943-0.9;0870,90/9457424943,70,.0;0/974:97008:5547931:3.9438,/;07983.3.:/08/70.92,7,/4900;843,3/5739,/;0798020398,243490720/,8,08574249438:.,8.4390898,3/.4:5438,3/507843,803.03.425,8808908,08147.02,3,07

%04;07,4,841908,08147.02,3,07,70088039,2,3/,90/-902,70932%02.447/3,9084-0.9;08-09003902,47.425430398419029390.439094139073,.43897,3988:.,8,;,,-0.,59,,3/574/:.943.,5,.9470,250904;07,

.47547,902,7093897,902,/.9,909,9908,08147.0300/8943.70,80988,7041902,709-1;0507.0394;07940,7898904-41908,08147.02,3,07903941:704:9494,.0;09,9/70.9;0%08,08147.02,3,0740;072,,845,,325479,397403/0;0453904;07,2,70932897,90089,9/090723084-0.9;08470,25002,-0390-08954894394/090723090850.1.300/841.:8942078,3/94/8.07390 549039,4130,3/08932,7098

3041902489.79.,/:90841908,082,3,07894,..:7,900892,9090549039,4190.425,384110738325479,39/893.9430898-090032,709549039,,3/8,08 549039,%0147207890949,050.90/8,0841,;03574/:.947807;.014790039703/:8973,850.1.2,7094;07,89,90/5074/41920$,08549039,70107894908,7041,2,709549039,9,9,33/;/:,.425,3.,370,843,-050.994,.0;0..47/39473,8,081470.,898,30892,90418,083/4,7847574/:.9:3989,9,33/;/:,172050.98942,0/:73,850.10/9205074/3,89,90/2,709,3/:3/07,5745480/2,70935,3

892,9438418,08,3/2,709549039,,7041903:80/948092,4747,3,943,4-0.9;0870,90/94574/:.9432,7093/897-:943,3/4907.47547,901:3.9438,80,894,8889908,082,3,0735,333,3/2502039384;07,8,08897,90:2074:88,08

Page 7: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 7/65

1470.,8939448,3/90.36:082,341.,706:90,/;,3.0/,70,;,,-09405908,082,3,07/0907230549039,,3/2,01470.,898,4709073,1,.947831:03.38,08,3/2,709549039,3.:/03/:897.43/94388:.,889,0412,9:792,709.43/9438,3/050.9,94380307,-:83088,3/0.4342..43/9438,3/9070:,94703;7432039

!&%#

1907/09072334,8908,082,3,072:89/0;045,897,9094,99,3902;07-,8./0.843809079470,8,08147.04794825.4397,.99705708039,9;084:98/0419047,3,943%0,9907897,90023,908.4898,884.,90/97397,33,3/8:507;8347078,3/99,08,/;,39,0418,08.,33089,9,;0,70,/-003089,-80/-903/0503/039705708039,9;083904907,3/2,39,33,339073,8,08147.0,48902,3,079400792470.439744;07908,0850450,3/94038:709,990,7097,30/574507:79072470089,-83,339073,8,0147.0574;/0890455479:3994703050703.0/

705708039,9;08,9,;074.489

%0950418,08147.0/0;0450//0503/8439013,3.,5747908,3/.43897,398419047,3,9431,2,3,07/0./0894708,08504500300/894/090723090804190147.0%8/090723,94395.,039,8,.42574280-09003903:2-074150450300/0/94,/06:,90807;.0,549039,.:8942078,3/907084:7.082,/0,;,,-0-90.425,33090.36:084209208:80/94/090723080890474,/897,90070-908:2410893,3/549039,.:894207882:950/-90/0,3:2-0741.,8507.:894207%,98:289032:950/-9057010770/03941,8,08.,34:78099,91:708/;/0/-90803920,;,,-017424308,08507843%013,8:28904709.,90/0,8,08147.08080.43/90.36:08903.702039,897,90.70.43089,990

3.702039,3.70,8038,089,9708:9817420,.,//943,70.4393:,/0.70,8083490747/88,0850450,707,/:,,//0/:3990.48941,30700.00/890-03019

907/0.84381,.3,8,082,3,07,-4:973,339073,8,08147.0,70,9/070041050703.094800,3/494-,,3.06:,9,3/6:,399,8.,902,3,07.,309072,047-:8147.04:37084794804290.425,32,08.4890884;07,439072,3//4349-73,3-,/8,08,-9899029,90700,730/34907.425,3083904907,3/9039,.489,884.,90/9050703.0/8,08504508:8:,407,3/050703.0/0254008.,389,79574/:.3708:982:.24706:.:790724701902,3,0700.989470439024896:,10/50450-:/09,7.43897,3982,147.02940,;08420907794708435,79,.4;070/708:933.:894207/88,981,.943,3/4898,08

1907/090723390.4254894341908,08147.0908,082,3,07.70,908,-:/0947,70.47/415,330/05038089,98:8:,5705,70/,33:,%0-:/09058902,3,07/0./042:.2430-08503943507843,803,3/49,92430-0,4.,90/93908,08147.0,47-:/09,790283.:/08,08147.08,,708.42288438,3/ -43:80897,;005038088,082,907,897,33.07.,807;.08,3/411.07039,3/:9908,3-:/098,705705,70/-82570;0390570;4:80,78-:/09,3/9032,3,/:89203982470,/;,3.0/90.36:040;07890507.039,0418,082094/.

Page 8: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 8/65

,4.,9081:3/8-,80/43,507.039,041050.90/70;03:08%5.,507.039,087,301742,-4:994507.0391470,;3/:8970894,82:.,809507.039472470147.438:20744/8,3/.425:9078

1907,8,08147.0897,90,8-003/0;80/,3/,-:/09,8-003,/4590/908,082,3,07

84://0,,;090455479:399447,3047897:.9:70908,08147.030307,9007,7.,9,70747,3,94383.:/08,3,943,4739073,943,8,082,3,077043,2,3,078/897.92,3,078,3/13,908,08147.0$2,07.425,3082,429907043,,3/0;0390/897.92,3,020390;08$9,3:2-074147,3,943,.438/07,94382:89-0,//70880/470,250

O �n¯½f¾½n��f½nn¾¯¾½nff°"

O n°f¯f°f�¯°"

O ¯f°f¾�¯f°f�¯°f°n¾¾f"

%09703//:73908,3/0,78,894,7/1,990747,3,9438.5488088

10070;08412,3,02039,3//0.0397,0//0.8432,3.025407847078942,0/0.843893907,70,410507980

!%

19074,809935,333-:/093,3/47,33908,08147.05,3-:/09,3/897:.9:702:89-025020390/2502039,943039,8,.9;90870,90/9489,113/0833907794708,3/,4.,938,080114798$9,113902489831.,3941948097007085438-9083.:/0870.7:9397,33.425038,93,3/249;,938,0850450

014708,082,3,078.,370.7:947078941904-8902:89,3,00,.4190

 548943894-010/%8841903,..42580/-803/3,34-807;073949010/%04-807;0770.47/8920850399,394.:894207897,;03,9903/3200938,3//43 5,50747%04-807;0790370547989013/3894908,082,3,074:8089031472,94394/7,19,/09,0/4-/08.759438431:03.3904-/08.75943-080;07,1,.9478.0190.,7,.90789.841905045043.90507843-0.,398:8:,25479,399,98,08504505488088.,7,.90789.882,79494804190-:078:.,8,0,3/0/:.,943

%02,3,072,800.,3//,908974:,/;07983.40070.7:93.425,384:7.08,3/02542039,03.08,3//,908,7095.,0;,:,90/974:507843,9908983907;0879903,55.,9438,3/-,.74:3/.0.8#080,7.,88439,99094248925479,39

 507843,997,989,98,0850450.,35488088,70025,9.05890270,9094.:8942078,3//7;0.249;,908902948,981507843,300/8147,..425820399071,.947841254793.:/02,9:79,550,7,3.0.422:3.,94388,3/90.3.,340/070,90/9490574/:.9473/:8970,9;097,983.:/010,741700.943/89,89014797,;0801.438.4:83088,3/39070893,7989.47.70,9;0473,9

190770.7:93,8:9,-08,08147.0902,3,072:89/090723042:.,3/,99504197,3394574;/04898,0897,33025,808574/:.9.425,3,3/3/:897340/0

Page 9: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 9/65

3,-4:9507.0394190,;07,0.425,397,335747,231,.9,//708808507843,80390.36:080.,:804190.4892,31728979470/:.090,24:394197,33%0,;07,0.4894197,33,50784394803/:897,574/:.981470,250.422430.00/8$,082,3,078.,3,.0;02,3-0301989.4250903997,335747,2840;0747389,3.07080,7.3/.,9089,997,3370/:.080254009:734;079070-407390

0110.9;0.4894173304707844/97,33.,3,842574;0.:89420770,94383.70,80025400247,0,3/-44898,084224397,332094/83.:/00.9:708.,80889:/087405,3/0243897,943843904-97,33,3/80189:/.4:7808

1907908,08147.0835,.0902,3,072:89/0;80,20,3841.425038,933/;/:,8%02,3.431.99,92:89-0,//70880/89,9-09003507843,,3/.425,34,8%02,3,07,39894574;/08:11.0393.039;081478,0850450-:9,842:89200990/;843847/05,79203984,88:.,8.439743.4898-448932,7098,70473.70,83.,814%0/0,88902249;,9088,085045094,.0;0-49507843,,3/.425,34,844/8,0850450,39942,0243014790280;0840;07,97,9.41903/097,.9817429017284-0.9;08489,5574,.0894.425038,943:90,.42-3,943418,,7,3/

.4228843478,,7,3/-43:8

94:13,3.,70,7/8,7090572,720,3841249;,934707824898,0847,3,943802544907249;,943,90.36:0844/8,082,3,07870.4309,98,08 50450-3,9:70,;0300/849079,390-,8.5844.,300/810/-243090,3994100090,705,794133390,29,99074-8,7080.:70,3/9,99070114798,3/.4397-:9438949047,3,943,7070.430/094/841200939480300/83.:/0.4390898;,.,9438,3/49075071472,3.0-,80/57083,//943948012574;02039-0301988:.,89:9431477,/:,908.44349079442,3,078.42243:8094892:,909074707886:49,8":49,8..,3-08091471,.94788:.,8903:2-0741.,82,/0507/,0503808.438:20/507243947903:2-074130.:8942078,//0/,33:,;0

8,0850450,89,3/,7/,,389.90.,320,8:708:..088

3,//9439470.7:9397,33,3/249;,93,8,08147.094,.0;0908,082,3,0784,82,3,078,9248947,3,94382:89/0./0494/083,908,08907794708,3/,4.,9090011479841908,0890,2,347,3,94388:.,870,089,90,3/38:7,3.0.425,308/4349:8090779470840;07%07794708,70047,5.,70,88:.,8.908.4:390847.4:39708,8830/943/;/:,8,0850450%0,/;,39,041089,-8390779470889,992574;08.4;07,041902,70970/:.08,8901:4;07,5418,080114798,3/,480,.8,0850784394/0130507843,7085438-9,3/:/03/;/:,8:..088

4.,935045094/11070399077947088,325479,398,082,3,020399,8%5.,9094510907794708574/:.0,/8574547943,908,08;4:20%84..:78-0.,:802,3,078:8:,.70,9082,07,70,814797,300820/:280/9077947081472470050703.0/90,2202-078,3/,707,70,81478034780078/7,-,.419,9897,9040;0789,99 -0.4208/11.:994.425,705071472,3.0,.74889077947083,9073,90,5574,.894/;/070438-0893,3/549039,-,803:2-0741.425:9075747,2808994058,082,3,0780110.9;0.70,90907794708,..47/3949074,8

%#'&%

Page 10: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 10/65

1907809934,8.70,93,5,3,3/80993905747,239424943908,082,3,0787085438-9-0.4208.439743,3/0;,:,93905747,2:739889,0908,082,3,07.425,70890473,4,8,3/4-0.9;08990,.9:,,..42582039841908,08147.0%05071472,3.0410,.3/;/:,8.425,70/94,8476:49,8443,900203988:.,805038088,08;4:20.:8942078,981,.943,3/.,814.4224324/0:80/94

0;,:,903/;/:,8,0850450.438/07814:7020,8:708903:2-07418,08.,8903:2-0741/,8470/949,8,083/4,78,3/903:2-074147/078.40.90/%006:,943 -04.,30594/0391,/01.03.3,3419080,70,8

325479,39.438/07,943147908,082,3,07857419,-93/00/82508,081:7082,3497010.9,3,..:7,902,041905071472,3.041904;07,8,08147.0%02,3,072:89//00507-,3,3050380857.0.:99339,9;08,3/439072.4397,.989.:89420789,925,.91:9:703.42033/059,3,88419080,3/70,90/31:03.0805902,3,0794/090723097:05071472,3.0-,80/4357419847:8031:9:704,80993,3/5,3330114798902,3,072,,840;,:,908,089703/8-/11070391,.94788:.,8574/:.930;4:209077947,3/2,709

1907902,3,07,3,08,3/0;,:,90890,.0;02039841908,08147.09,931472,9438:80/942,0.4770.94389490.:77039897,90,3/8,085747,23490747/8908,082,3,07709:738949039,4,8099389,0

'#%$$%#%$

%04,8,3/5,38,/4590/-908,082,3,07-070,931:03.0/-903/:89747039,943.425099;0548943,3/2,709897,9041904;07,47,3,94398904-418,082,3,078475045002540/38,082,3,0203970,90/4-894038:709,99070114798.43./09948041:55070;02,3,02039

%0-,8.3/:89747039,9438,703/:897,44/8.438:207/:7,-08.438:207343/:7,-08,3/807;.08425,30847/;84389,92,3:1,.9:703/:897,44/8478090.3.,807;.08903/94-00,;/0503/03943507843,803,8,2,7093944$,082,3,0783948047,3,9438.,7,.90789.,14.:843.:894207807;.0,3/0/:.,943,3/0254,3/97,3,70,9;00;08,08147.0$,082,3,0789,980.438:207/:7,-0803907,90900114798419078,08147.039470,90/,/;07983,3/57424943,39,9;08$,082,3,02039011479870,90/94.438:207343/:7,-08,3/.438:207807;.080307,025,80;4:208,08,.425,7,9;04.,-078,08147.0,3/,3025,8843;4:20.:8942078

.,0!479078070.0;0/-44425099;0$97,908989700.422432,709,5574,.089,9/09072308,082,3,02039897,90084.4898:5507/1107039,943,3/3.0425,3089,9,/459,4.4898:5507897,90,70:8:,.,7,.9070/-,;474:85:78:941011.03.,3/.489.439748.425,39,92,3:1,.9:7083,8,3/8.7084:/09,098,5574,.%057419-411073,-09907;,:09,3907.425099478,..:2:,932,7098,70,3/14.:8343;4:20,3/1,893;039479:734;07$,082,3,0203901147983989504147,3,94384:/0307,897088902323410503808-,;38,08 5045089,,9-:/0949081470,250,3/,550,394.:89420784390-,884157.0

Page 11: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 11/65

$,085045084:/-0;03,33.039;094.,80,70;4:20.:8942078,3/908,08147.0317,897:.9:7084:/-0/0830/94011.039,..4224/,90,7047/079,3,.9;908

425,3089,9,/07094,/1107039,943897,90,.0;02,7098:..088-411073,:36:0 574/:.947807;.0%0419037043-7,3/4,947,5,903957490.9439438:,909021742

.425099478,3/9:8,70,-094,.0;0079,3,;07,0574192,7381729,9808 5745709,75,72,.0:9.,84:/0:80982094/,3,0203939,9;083989504103;74320394:/30.0889,9080390.36:089,98970880/-0301987,9079,357.0%029,84039,,14.:843.:894207807;.009038;0574850.9314730-:078,3/.,83.:89420789,9070232,80389;09457.03,//9438,082,3,0784:/-02470,5994800.,-0780078,3/948503/247024304397,33

7289,95:78:0,3.02,709897,908:..00/-9,7093,;073,77480203941,2,709,3/903/423,939,9802039%0.425,38,-0944;07.420.425099478-,7088;057490.93983.0,3/4703930;07,.943,3//0.84394,7/90807;.04198800.974:5.425,39,9574/:.0/1447.4;073843147097020:58.,0.42207.,

,55.,943829800.998,5574,.$,082,3,0783989504147,3,9434:/903/94025,8009038;002540097,33479073413/:897050798%04;07,8,08 5747,24:/-0.039070/,74:3/.:894207807;.0,3/-03019849079,357.0

3,//94394909700572,72,709897,9008#,243/08,3/,708$34.,29,92489.425,308.,3-074:50/394430419700.,881.,9438-,80/43907574/:.9897,90 574850.947/0103/07,3/,3,07,.419080574/:.9897,900831:03.08908,082,3,02039740470,250574850.947.425,30880094-7330574/:.9894902,709$,082,3,0203990.36:0890701470903/94025,808,08;4:20749,3/2,709 503097,943974:,7088;0574850.933,//9438,08504502,,;094/0;4902470920940/:.,93907.:8942078,-4:930574/:.98

0103/07.425,308:8:,.425090324702,9:703/:89708,3/41107089,-80/574/:.98%895041172809457,.9.0,4.489574/:.072,709897,90%08,082,3,078 572,74-0.9;08942,39,3900893.:894207-,80572,7974:.:894207807;.0,3/-,7088;0708543/3940114798-.42509947894890,2,7098,70

3,,3,07.425,308705708039,241574850.947,3//0103/07897,9008%0897;094039077492,7098089709,3390754894332,9:708020398%:88,082,3,02039897,90082:8903.425,880020398:80/--49574850.947,3//0103/071728

W_\[Z_T`W_[XSW_SZSYWWZ`

14:,394:78,08504509489,79/43904-4:70/90294/4903,82,3,0784:300/94/49080;03248925479,395,798414:74-1789

Page 12: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 12/65

70,90907:08,3/574.0/:7081474:78,08/05,792039,3//01309074- 304190-08970,84388,0850450,7039/439074-832489/0,078588-0.,:802,3,0203930;07.0,7/0130/904-47.0,7/0130/490,39904-/430

370,1090547907098,.0,7075.9:7041,9088:55480/94/4,9470;07/,9,3,

95.,8,085078439892094904:78,0850450,94:,3990294/4,3/90384902494/494392,09894:079,39,894-0 00598250099409079,41902,3,078,990/0,0785,3/2,0,89410;07934:050.990294/40905,3944:78,085045044:,399/430,3/90390,.902494/49

!7450789,114:78,08/05,792039

3.04:;0/0./0/0,.9,9,4-38,08,94:7/0,0785706:708989209413/90 -0898,08504504,706:,10/94/4904-3/989047/6:,10/9,9890.,9.070-0.,:8090-089289,02,3,0782,037389,990703.0504503890,/416:,10/504503/:31479:3,90,-:3.413.0504504.,3980-70,4:070.,34:13/24706:,10/8,0850450

,8-070.7:930;070704:4

$09:5,701077,-43:85747,29,414:702540089405-73370,9.,3//,908

!7450797,30;07430434:78,0890,2

4:/0130/904-749090574.0/:708,3/4501:70/6:,10/8,0850450990/0870948:..00/4989209497,3902574507,97,3389080.709948:..088%70008944/390-08997,333943 00593907089331472,9;0,3/;,:,-00708,84798941945.89497,343%0-,8.8905841908,0.4834;07.4234-0.9438144:5574850.93,3/,3/33.4238,08.,8

%7,.,3/0;,:,900;07430434:78,0890,2 4:;08500/4:9904-4:;070/90798,0850450,3/4:7097,33902/, 4942,08:709070/43,94:8500/4:9,3/9,:990294/44:300/9497,..,79,3/24394790757470880;07/,4:,84,399497,.844:34,9850.1.97,330,.507843,3/9090,2300/8942574;0,99497,.$,08,.9;90890232:2:58/0248790:58,3//0;0708$,08708:98:398,3/7488#050,9,3/701077,.:8942078

49;,90908,08147.0

44:34504506:94:7/0,07850.,:8090//39094:342489

8,0850450/439802470

0.,:809070,702470/0249;,9393843439,39070,70249;,93938%42,0:514792,3,0789488:5,10-43:808,3/.,39:3/0789,3/34-4/08-0338,08%00,8089,94249;,904:78,085045089489/4399049072,3,078,3/.420:59,8941,98/0249;,934:789,117934,3/90389,792,390.,3084:344:300/942,0#0202-070;074300894938%07.4770.95,.0.43920!489;070.43943147,4-0/430

Page 13: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 13/65

$09904,8147908,0890,2

,3,020398098904,814790/0,07853.04:;0/0./0/43904,814790894709034:/49097.0/439394,81470,.3/;/:,43908,0890,2%074,82:8906:,4:74,83/9034:300/942,08:709099074,8%4,.0;04:74,8,8790902/43,8,;0,.0,7/0130/799035,341,99,.

8:..0888,,8390/09,8

0,/4:78,0890,2%88,.9:,900,808941,31,.90,/0785839,805,7,907085438-99870,:899003/708:941/430;07930.4;070/034:054:790,28:..00/8974:44/2,3,02039,3/.4,.388/4394774:0,7390770850.9,3/4:-08003,89070,/07

f¾,f°f�¯°°n°¾

9f°°°�

@n°¾n¾¾¾¯n½n¾¾�¯f°�n¾°¾f�f¾f°fn¾ff°°f�½

°�f°f°½¾°�f°¾�¾n¾°ff° ̄

f��°�

f��°�

°��½½

¾f

!,333

°�f½�f¾¯

°¾f¾f¯

°°�

ff°�½f¾

��

@f°°�

nf°�¾f¾½¾°°

¾f¾�n¾¯¾

9�¯f°n

O f°

O 9n

½�

O ¾¯

¾f¾�fn

O ��n°n

O ��n°

¾n¾

O ¯f°

O °f°nf

O f

¯ff¾

O @n°�

O °�¯f°

f°�

°�ff�½½

½�¯fff�

¾

Page 14: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 14/65

n¾°f°ffn½f°¯f°f°��n¾f¾½¾°°°f°�f°f°

@f°°�

@��½�f°¯½½¾f¾½¾°©fn¾¾°�

f°f¾f¾°¯½½�¯f°n°¾°�°°¯°

f°�

@f°�°n½½fff°¯°�©n¾

°°�

,°°�¾f¾½¾°°#¾fn¾¯°°��f°f°¾°f�f¾

�f¾f°¯f°�nn°¾f¾°n¾¾f

:3.943841$,08,3,02039,3,07,1:3.9438

O !,333%83;4;081470.,893/02,3/8,0890779475,333507843,803,3/ 57424943,0114798

O 7,383%83;4;08897:.9:707084:7.0,4.,9437085438-9,8832039,3//00,94341,:947909.

O 70.943%83;4;080,/0785249;,943.422:3.,943,3/57424943,890583.:/3507843,803

:3.943841$,08,3,02039,3,07,1:3.9438

O 43974%83;4;08/00,9436:49,135071472,3.00;,:,9433.039;08,3/ -:/098

O 447/3,943%83;4;08,8433907,94341;,74:8002039839073,!#,3/44/-.439,.99.:8942070307,5:-.

:3.943841$,08,3,02039$9,111:3.9438%8870,90/9489,111:3.9438418,08147.08:.,8901443

O #0.7:92039,3/800.943O 0542039,3/0;,:,943415071472,3.0%7,33,3//0;0452039O ,7007/0;0452039O 425038,943,3/3.039;08O 49;,943,3/0254072039

:3.943841$,08,3,02039/;8471:3.9438

O !74/:.9,997-:9086:,9,850.98O !7.354.08O !7424943,89058,3/507843,803,850.98

Page 15: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 15/65

O 897-:94354.08,3/.,330800.943.7907,O /;07980203954.088:.,820/,800.943,3/9,709,:/03.0O %7,385479,943,3/,704:83,850.98

:3.943841$,08,3,02039,843:3.9438,8439/05,79203988:.,890

1443

O !74/:.943/05,792039O 3,3.0/05,792039O ,7093/05,792039O #/05,792039O 897-:94330947,3/1907$,08$07;.0/05,792039

!$$'&%$$%

74,/850,30;4:94341$,08,3,02039/0;0450/:3/0790144314:75,808

!703/:897,70;4:9435074/

!74/:.943470390/5074/

$,08470390/5074/

:894207470390/5074/

!703/:897,#0;4:943!074/$2,8.,03/:89708.7,1980890/5747943/:897,

#0;4:9435074/%04307.7,1982,39:730/0397057030:7440/,1907,,70,8,3/1:3.9438

412,3,02039%080,70,8,70574/:.94313,3.0,3//083,3//0;0452039$,08,3/2,7093,830;07,8074:8574-0239480/,883.0/02,3/1,70.00/0/8:5508

$03,843,5,799204-14790800397057030:78%84-82489.43130/94

/0243897,94347/85,41907.7,1982,385

!74/:.94370390/!074/3/:897,#0;4:9433807,/0/985074/,88

 574/:.94390.36:03974/:.0//:73985074/3.70,80/90574/:.9430;02,314/

44307090.,7,.90789.841985074/!70;,0/3/0;0450/3,94383900899

84.:8,8432,3:1,.9:707,3/574/:.943.,5,.925,88,8,/43574/:.943

 574.088.0/0/;4:208,709320,3980,98574/:.0/3;7432039,89,9

41,800782,709

$,0870390/!074/.4342.70.08843418,89089,7935439070/02,3/

/0.30/443,7090.,7,.90789.841985074/!70;,0393/0;0450/3,9438390

 5,8940;0789570;,0393/0;04533,94384.:88438,08,3/8,08574249439

025,88438,08;4:20,709320,38574/:.9/40834980-8019,894-05:80/

:8942078,7094-02,35:,90/3;74320398.425099;00708:5508,703

0.088,3/574/:.943.,5,.982470

Page 16: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 16/65

:89420770390/!074/4-,8,943,3/-07,8,943,;01:79073.70,80/90

.425099432,314/443,7090.,7,.90789.841985074/!70;,0393/0;0450/

3,9438,190780;04533,9438,70,84144398,5574,.-84.:8843

.:8942078,981,.94325,88843574-0284;343.:894207300/8,3/,39894

,.0;0.:8942074,9,709320,38.:8942078,981,.943-01470/:73,3/,19078,08

3;743203989,941-:0782,709,;380;070.42509943

%'$$$%

443,709097000307,4-0.9;08418,082,3,02039

0307,908:11.0398,08;4:20

4397-:9094,7/8.:7703957419

38:70.4393:4:8749419047,38,943

%452,3,02039,8:92,907085438-914790,-4;04-0.9;0840;07989,8-,:9479/00,94380397:890/948,08/05,7920394,7090:92,904507,943,0;02,3,078

$,08'4:20-0.9;0%88908:2418,0841,8,082035:9940907574507 5,3338,08907794708,70,8830/948,08203-,80/438,08549039,,3/8,081470.,892,/03905,33389,0$,08;4:20/0503/843,3:2-07418,085078438%0.36:08:80/-8,08/05,792039,702,30507843,803,3/57424943,8905809.$,085078438,70249;,90/-;,74:82094/8849,99,7098,70,.0;0/8:.,86:49,83.039;080.42288438,3/8,082,3,02039-4-0.9;08574507#90.36:084592:28,08147.0810/

:77039!7419-0.9;0$,08,3,02039,3/13,3.,708:98,70.48030/940,.4907,80;/0391742901443$,0848941$,087488,737488,73$,0850380809!741948941!74/:.94348941897-:94348941$,08$,0870;03:0,8-003/70.930/94905071472,3.0011.03.41908,08147.00503808,70-:/090/,3/.439740/

4393:0/749-0.9;0$:7;;,,3/8:..088890-,8.4-0.9;0841,347,38,9433:2-0741749897,9008,70,;,,-08:.,8901443;0781.,94343.0397.47.434207,903907,943'079.,4747439,9073,749'2070747,.6:89433,8:..,8085071472,3.0418,08147.0,3/6:,94190731472,943100/-,.8;9,943490300/8,3/,39841.:894207

Page 17: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 17/65

$$#$%#%#$%$

7,38,943147289014:3/,943410110.9;02502039,943418,08897,9054.08,3/ 5,38

%0.,7,.90789.841,30110.9;047,38,943

0130830841,:94797085438-9,3/,..4:39,-9

110.9;030841.422:3.,943

43974,.9;908418,08

$,082,3,020391:3.9438

$,08147.02,3,020391:3.9438

7/390,5-090032,709/02,3/,3/574/:.9;0.,5,.94190172

$$#$%$%#&%&#$$%

%508417,38,943$97:.9:708

3095047,38,943489.422439504147,38,943897:.9:7095,79-09003,:9479,3/7085438-9

30,3/$9,1147,38,94389047,38,943748380850.,898,70,554390/,889,112,3,078

:3.943,95047,38,9438,081:3.9438,7074:50/,3/5,.0/:3/0790/70.9.43974412,3,0784,70850.,898

0/47.095047,38,943047,5.!74/:.9950:894207

$$#$%!#%

$,082,3,0203995745075,33347,383/70.943/0;0789044/83796:,399,990795,.0,99079920%88.,0/207.,3/83%4/,88,08203300/39738.249;,943-,:94342/39,3/70.43943$,0847,38,9438900,7,3/0084190172#9100/-,.1742.:8942078;088;0725479,3914790;078:7;;,,3/8:..088

Page 18: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 18/65

07.,3/830130/,8905,33394411079079574/:.98390799209796:,9,3/6:,399,990795,.09907957.0%0,70,841.447/3,94343905,79418,085078438;03-04%8980/$,08,3,07,8.447/3,947412,70932

447/3,93$97,90084.0

447/3,93!,333

447/3,93,7093!747,220

447/3,93$,0847.0897-:943

447/3,930947,3:1,.9:73;8438

447/3,9433$97,9034-,8,943.42509943880;07003;7432039.,3081,89

455479:3908,3/970,98,550,7,3//8,550,7;071706:039%452,3,078897,9089803,0,2489.4393:4:8948.,39003;7432039,3/8:9,-,203/,3/24/10893897,9008$,085078438,;0178931472,943,-4:9902,709.43/9438.425099478897,90,3/.438:207870,.943

447/3,9433!,333;,74:8,.9;908,70890/3907284192017,20,3/.48917,20%0720894308,705705,70/,439!#%849,9574507806:03.3418:.,.9;908,4396:,391.,943417084:7.088/0907230/31472,9434-9,30/-,80/438,081470.,89,88898,709$02039,943%077947!,333:9,4349072,709301147980/;079802039!07843,$03,3/!7424943,89058

447/3,9433,7093!747,220,38,08,.9;908,70706:70/94-0.447/3,90/94907,.9;908412,70938:.,8,/;079802039,3/8,0857424943!07843,$030114798,708:55020390/-/;079802039!7424943,85,8554392039841897-:9478$0993:541,19078,08807;.089,9438%2341,/;079802039,3/507843,8030114798,70,84;0725479,39

447/3,94341$,0847.0114798418,08147.02:89-0574507.447/3,90/94;4/4;07,553:5.,943,5-09003907,70,8417085438-9,3/9,880503/343902,709.43/9438.425099478,.9438,3/3/;/:,5071472,3.092,-030.088,794$:990,74:3/8,08203#047,380907794708704388:5502039908,08203

447/3,94341897-:9430947,843,3/.447/3,943-09003/897-:9478,3/709,078-0.4208;0725479,399,88%803,3.0920,;,,-9,3/,9903/394,19078,08807;.0-.:8942078425,3984197,389/,2,0834380990203941,77,39:,7,39.,28-.:894207809.300/809038;0.447/3,943$,73,/;0798020395742494305038088,34907,70,706:73.447/3,943-0900347,38,943,3//897-:943447/3,94341,3:1,.9:73'0741903.:8942078.425,3,,3896:,970,-92,3903,3.0,3/4507,943,574-028$:.2,99078706:70574259,.943-2,3:1,.9:73/;8438%039:7384.990807;.0841#03300781300/-0147

Page 19: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 19/65

3.47547,9324/1.,9434770/7,193507,93,3/,3903,3.03897:.9438,39208/897-:9478.425,343343,;,,-94185,70847705,.0203941902709:730/147705,7$,08203011479892,3:1,.9:73/;84389484;02,38:.574-0280/.:8942078,981,.943,3/44/

$$%%#

%0-0.9;043974843041902,3,07,1:3.9438418,082,3,020392,3,9;0.43974830.088,794.:9/43.489894:9/0247,83908,08147.0

443,709080;07,5,80841.43974!,3335,80$0993:589,3/,7/8,9,.40.9433,88!071472,3.00;,:,943.4770.93.43974,-0;,7,-08%,.3:3.439740/;,7,-08!74,.9;0$

!,333!,80$,0800.:9;013/8,3807894901443,850.98

%0.:7703989,9041-:83088

%05,89050703.09470,.90.:7703989,90

%09,7098809147,;031:9:705074/

%02094/8942009909,70988091479

0,/41908,0800.:9;08/039108908970398,3/0,3088084108935,38 54.08,3/574.0/:708

!071472,3.0$9,3/,7/%0.01418,08147.08098:56:,399,9;089,3/,7/89420,8:7090 5071472,3.023,9083070390,3088089490089389,3/,7/8&92,909089894809:5,89,3/,7/948:90,.3/;/:,8,082,389:,94384:/.4397-:90247094507843,803011.03.9,39.4898%089,3/,7/8,70850.10/93,7,30415071472,3.0,232:2,3/2,2:2

,9,40.943,3/3,88905071472,3.080;,:,90/,95074/.3907;,8%0708,34592:21706:03.418:.0;,:,9435074/%441706:0390;,:,9433.70,808.4898 574-9;0.425,70/9498-03019,3/,70,33:,5071472,3.0,8808820398, 545:,72094/390-033389,085071472,3.0418,0850784330,700;,:,90/,9071706:03.0806:,790747,10,709.

!071472,3.0;,:,943443,70088039,10,9:70841,44/.4397488902%20,;,,-94131472,943/;.043,.943830.088,794.4770.954475071472,3.04,3.082:89-02,/014789:,9438-043/90.43974413/;/:,83/0;,9438.,70-043/90,..0590/2982:89-07054790/94070;081473907;03943-,80/4390573.508412,3,02039-0.059438

Page 20: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 20/65

!74,.9;0$439740.,3828572,73903/0/94038:705071472,3.0942009/0870/89,3/,7/84770.9;0,.9438300/92003.090072,3,020390;082:890990100/-,.3920849,990,;090455479:399439,90.4770.9;0,.9438%88.,0/574,.9;0,3,0203931472,943$8902$%01789890541.43974894/03911,.94787085438-01475071472,3.0%0801,.9478.4208:3/0794.,904708;

43974,-0;,7,-08&3.43974,-0;,7,-08

4770.9;0.94314743974,-0',7,-08!071472,3.00;,:,943/0503/84390.7907,4120,8:7020394770.9;0,.94314754475071472,3.0.4208:3/071443.43974,-0;,7,-0870.943147-099072094/8412,3,0203909907:/,3.097,33,3//0;045203988:3,203/2039940893574.0/:7057,.9.08,3/.7907,4120,8:702039940055071472,3.093/0870/298

4770.9;0.943147&3.43974,-0',7,-089084791,41574/:.943.,3-0/:094,3419070,84388938,084-0.9;08:370,89.89389,3/,7/894494,.0;0010.9;0!,38,3/!4.083,8:..,8082,3,020392:899,0907085438-994

,203/0/938,084-0.9;085,3854.08,3/5071472,3.089,3/,7/948:957,.9.,.43/9438

#$$#0307,$,08,3,07$47$,088901:3.943,7,9.47547,900,/6:,79078$:8:,7054798949070.94747'.0!708/039,7093$87085438-0147901443$0.:702,2:28,08;4:200;045,3/25020390110.9;08,0854.085,38,3/5747,220147,574/:.98,9,907794708

&%$#$!$%$41$$,08!747,220,/43439072,3/847990728,084-0.9;08390728418,085741987492,7098,7009.083/09,0/8,085747,220942574;0.425099;05489439470,.,//438,08;4:20

4-0.9;0,3/70/:.0.489418,08,3//897-:943#0;08,3/,5574;088,0854.08897,9008,3/57.354.0894038:70847990724507,9438,703,..47/,3.094390725,38

&%$#$!$%$41$7,38,943$09:5,3/.439740110.9;047,38,943897:.9:7094.,774:9/05,792039,7085438-908!74;/00,/0785948,08147.094249;,90902-/0;0453,557457,9070,7/,3/.425038,9435,3.20099047,38,943,4-0.9;08,80,83/;/:,,857,9438

&%$#$!$%$41$,843:3.943$,082,3,072:89/0;0450110.9;0,84398:507478.40,:08,3/49070,/841/05,79203980!74/:.9433,3.0,3/!078433009.%48:55479908,08147.00114798,3/.:8942078,981,.943%8038:700,939073,,3/09073,70,9438

&%$#$!$%$41$$,0847.0,3,020394.,9070,-084:7.08418,08147.0,3/089,-884:3/800.943574.0887,3800110.9;0% 5747,220942574;09075071472,3.00;0/0391.425090398,0850784330147 57424943,3/49073.039;0894709,3902,3/13/.4393:4:8705,.02039147/7454:98

Page 21: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 21/65

7,3800110.9;0.425038,9435,.,08,3/0,/0785147249;,943,3/-09907 5071472,3.03974/:.0.43974147200939,7098,3/00/4:9/0,/44/

&%$#$!$%$41$422:3.,9434393:4:8,3/0110.9;0.422:3.,9438089,-80/970.947,7093,3/8,08147.031472,9438

:5/,90/370,7/8944;07,/05,792039,5071472,3.0438,08,,3894-0.9;08574-02,70,8850.,,.0;020398.425099478,.9438,3/.:894207050.9,943809.

&%$#$!$%$41$4397438:708.4397494/4;09,-09003 574/:.943,3/8,0884,894232803;039470;03974/:.0897.9.43974430503/9:7094038:700503808,7093-:/09,7574;8438%8,88899,3.4770.9;0,.94303/0;,9438,70-043/,..059,-0298

$$#$#$%#%$$#$0/47897.9$,08,3,07$7054798940307,$,08,3,07$%0572,74-0.9;089480.:702,2:28,08390$,08897.990779473,..47/,3.09,/

/438,08-:/09

&%$#$!$%$$#$$:507;84341$,08!0784330;,:,908,08455479:3908390/897.9,3/,883907794708948,085078438-,80/4306:9,-0474,/,3/232:297,;0706:702039$:507;8090474,/418,08 507843-574507/70.943:/,3.0,3/,8889,3.094,.0;0,3/8:89,3.425099;0,/;,39,09903/948,08507843825479,39507843,574-02894005902,55,3/.4390390/94/0;4901:92094908,0847#,908,08507843839075071472,3.0,3//8.:889902,90,8943.03,0,714.:83907,990394394,70,8412574;02039

&%$#$!$%$$#$43974!705,70847990728,08

1470.,8941/897.9-.40.9382,71470.,8984190779470817428,085078438945705,70,..:7,908,085,38136:49,8,3/-:/098!705,705074/.574708870;0418,08,,3895,330/9,70984-0.9;08#0547994$,3831.,39/0;0452039,3/31472,943432,70939003.070.0;0/

&%$#$!$%$$#$489..4:393,3//23897,943#085438-0147,/23897,94341/70.98,08411.0,3/,704:80,3/894.1,.908,8507,//4354.08,3/574.0/:708110.9;0,843990.3.,850.,8984907$8,3/0,/6:,7907814790,2479403,3.08,089:734;0770/:.0.4898,3/25020391,91:908,085747,220

&%$#$!$

%$$#$422:3.,943390757098,08 5,3854.08,3/5747,220870.0;0/1742.47547,900,/6:,79078,3/05,3948,08147.043;0,3700;,3931472,94370.0;0/17422,70939003.01742.:8942078.425099478,3/8,08147.0.,7041831.,39;,:0949452,3,020393.47547,90411.0!742490-09907.:89420770,9438-5,79.5,93390,.9;9084184.,,3/ 574108843,-4/08390/897.9907794708

Page 22: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 22/65

!071472,3.0;,:,943$85071472,3.080;,:,90/-,80/43901443#0,.3470.00/3,//438,089,70982938,0805038089390-:/090/1:708,39,357419.4397-:94341/897.9411.0,704:808,3/894.1,.908330990 5,39,7098,39,39:734;077,90418,085078438,98,981,.9470;08

&%$$$#!,333:3.9438,8/438,084-0.9;08 54.08,3/897,9008!705,70,8,085,38,3/5747,2209425020398,08897,9008083,3/,/2389078:9,-08,0847,38,94308338,08907794708/0./39080418,08147.0472:,94341507843,8034-0.9;087,3838,08147.08800.94370.7:9203984.,8347039,943,3/5,.02039%7,33,3//0;0452039.,70075,33397,381078,3/57424943

"&%$%$#%#$%$$#%070,709445343843908:..088418,082,3,078$,08,-908,703-4736:,908$,08,-908,70/0;0450/$42041908,08,-90801941,550,832,33070974;0793,9:70,703-47340;07490780,3,9.,,-93049,943880,/078509.

,70/0;0450/

"&%$%$#%#$%$$$#

4431;0,-908,70/03910/0,/0785,3/$:507;843!,333,3/43.059:,$$01/70.943,3/801.439747,383,-908%202,3,02039

0,/0785,3/$:507;84349;,938,082033.425099;003;7432039300/24709,3,393080900,/07856:,9080,/078520,3890,-99431:03.08:-47/3,903/4390747209.:4:8%83;4;08574507/00,94341

,:94790110.9;08:507;843974:/70.943,3/.43974-09907.422:3.,9438809.0110.9;08:507;843478/897-:90/-,80/43.,5,-908,3/,599:/08410,.57450797,333/;/:,88,3/340/0,702574;0/%82574;03907089,3/.4250903.0390209907:2,370,94388,3/90,285793.:.,9008579/0.47583902908003,3.00254072039.82,310890/-,8038041 -04333088,3/.42292039-/0;04535489;0,999:/0

!,333,3/43.059:,$!,3338,8306:,3431478:..08838,08,3/90088039,,-9147,2,3,0788.,5,-99414708001,7394901:9:70.8.,0/.43.059:,8%07,5/.,308310890,110.92,709.43/9438%0.344.,.,308,110.9574/:.98110.9;0.422:3.,9432574;08,-90841.42509947894-73330574/:.9832,709438:207147.0,3/549.,5,9743,041.438:2078.,32,02,990784780,7092,3,072:89-0,-09414708009080.,3083,/;,3.0,3/,07982,3,02039949,0.4770.9;0,.9438392094,99,3,3/8:89,3.425099;0,/;,39,032,709:790724708:..,3082:89-03.47547,90/3905,333-:5/,9347,203/35,38

$0170.943,3/$0143974$,0800.:9;08,7090;0703,347,38,943,3/,709070;03:00,7307803,990.0397089,041,.9;9088,082,3,072:8934,9

Page 23: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 23/65

.425,3050.9174220907/0130/4734902:89,883843/:908,3/7085438-908,3/,.9,..47/303,850.,893810/0/40834944:594,34303847,38,94394:/0,3/.4397428,3/032,709.43/9438.,300707908843,03/,,3/,88:2087085438-941309,88801,8830/-2801

7,383-9$,082,3,072:89-0,44/47,3807,3/70,%%#02:8947,380,30110.9;090,22,0,897:.9:708:9,-0147,;0389:,94370.7:9,3/800.95745078,085078438942,3,0/1107039907794708574/:.98/00,90,:9479.447/3,90,3/.43974907,.9;908249;,90,3/.425038,909074770.43809070114798,3/,.340/044/470894/0;045890,2;3902,/06:,90243454,3/1700/4241,.943,3/,9908,209202,39,3897.9.4397443907,.9;9080053323/9,99047,38,943,4-0.9;08,703494898941

%20,3,02039%208908.,7.08941,7084:7.0830,894-,,3.08920-09003 5,3331:3.9438,3/4507,931:3.9438574507$2:89,8413/920147200938

8,08203.:8942078,3//897-:94788413/92094200988:507478,9.47547,900,/6:,79078,80,8/4,8431:3.943894907/05,7920398

$$%##$

32,3,88,082,3,078,7082,79449072,70932,3,07839047,3,94339,990,70,8830/,57419.03907147.90,70:92,907085438-0,3/147.90,70050.90/944;07800,,.9;908,9:7,8,082,3,0784-8,84/1107174249072,709370,90/2,3,0203954894384702489,24390/110703.08890047,5., 5489433418:-47/3,908347/0794.:98,08.4898.425,308,99025994/8507809078,08147.080;03974:4:99003970803430%8/;84370/:.08908,082,3,078,-9

94/70.94;07800907478,708:98,082,3,0782:898503/2:.24704190792097,;039,349072,3,078

34907/893:83.,7,.90789.418,082,3,02039548943889070548:70$,082,3,078,70:8:,43901743930841907.425,38,7390.425099;02,7093/ -0.,:8041/09,0/00470;03/,70547988438,08,3/57419/,9,907 5071472,3.0.,3-00,8:/0/-8:507478,3/.447078.474,741900,80320,8:739075071472,3.089,9907.425038,9435,3895.,/110717422,3,0783,70,88:.,813,3.0474507,943819032:.41907.425038,943.4208390147241 -43:80830/9489,989.83/.,9;041908:..08841904;07,8,08147.0,80/43 5:-80/0892,9089095.,803478,08705708039,9;030,730/,0,7

0.:/3-43:808,3/3.039;05,.0700945:9901:70,9.48079495.,8,,7147,/897.98,082,3,07,8,3/147,7043,8,082,3,07$,0800.:9;080,730/43,;07,04125479,3943308,082,3,0788:.,83/;/:,842,3,039073098,08,.9;908147,.425,39443,3257088;03902//0.,9047410,73078994543308,082,3,078,;07,3

08590907,/23897,9;047039,9432,38,082,3,078.4393:0948503/2:.4190792080331,.9,90,8943089:/2,/0/:739083/.,90/9,98,082,3,078

Page 24: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 24/65

Page 25: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 25/65

4/

%0470841803

 $904741803

%0$90474180384304190/089343904708,3/890-,8814797,33

2,907,8 ,.7488 3:2074:8 47,3,9438 $ 89,3/8 147 9903943 3907089 0870

 .943 $,981,.943 %0 $ 9047 825 89,908 9,9 , 574850.9 408 974: 1;0

/110703989,08-0147013,708543/38,981,.947944:7574/:.99:8084:/-00/

.421479,-974:,1;089,08

 9903943,33,99039438,8,3/,3/:890,38,33,9903943.,3-0

2574;0/:543957,.9.0.4224357,80,55.,-04;070708789257088438

,8925708843%039,,99025941908,085078432:89-0945:990.:894207

.425090,90,80,8:,.43;078,94384304190-0894503078,1907.908,08507843.,3,3.:894207,9903943-0,/324394908,0

%070 .,3 -0 8.03,748 3 ,33 .:894207 ,9903943 30 070 4: ,70 43 94

.:894207 9 ,3 ,554392039 ,3/ 4907 070 4: ,70 2,3 , .4/ ., ,33

.:894207,99039439,3,5543920398.425,7,9;00,807,8.425,70/94.4/.,8

 0704:,;0944;07.4208,0870889,3.0

30419001,.9478..4397-:90894.:894207,990394384:78,0859.,80,8

 4:7 .43;078,943,-908 %0 8,08 507843 300/8 94 089,-844/ 7,55479 ,8 8443 ,85488-0%:8908,08507843.,3:802,390.36:089409.:894207,9903943

,;0,70,/8,0859.,8,0859.20,34:84:/,;0,3/0,41,94:,70

4394850,,439903472,.43;078,94389,79078984:/39-09,94:,;0,

47/8500.70,/,3/,88443,84:,703174394190.:8942074:89,7970.939

 8,0859.84:/700990.:894207,8214781700920,3/903574.00/,:0

90.:89420770.05943,3/70202-07190.:8942078779,-098-0899454895430

 4:759.147,90747;,7943908549,..47/39490.:8942078244/

%79470,90.:894207%0.:894207,;0050.9,943817424:%:8,;3,

.,2 .43;078,9439 2 ,83 2 ,-4:9 8 -:83088 ,3/ 39070898 ,3/ 8 1:9:70

574850.98,3/ 9,3 ,907 43.4330.93&#574/:.9 948 ;843 8 25479,393 98

2,330790.:8942078470,08,3/824705743094,836:089438-2801,3/1

Page 26: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 26/65

3499,3,90,890-0450394.43;078,9434:.,39030,/2439490574/:.9

5708039,94389,0,3/,383907089

4349,550,79440,0739:8,8238,08825479,39,3/14:,;0.431/03.03

 4:7 574/:.9 4:7 039:8,82 848 40;07 9 8 30.088,7 349 94 ,550,7 944 0,07 -0.,:800,073088 3 9801 .,3 -0, 9:73 411,3/ 90.:89420729 480 3907089 4:7

,5574,. 94,7/8 90 .:894207 300/8 94 -0 3 ,..47/,3.0 94 90 .:894207 $4209208

/70.9842092088:-90#0202-07$4:93,38,9903943147,232:29205074/

 070,89,389,8 390202474: 90701470300/ 949, 944:7.:894207 7,907

9,384:9

39070893.04:,;0,30/,990394398;0725479,39942,39,33907089$420

8,0850450,70;0744/39045033-:9,89090.3.,9089,04;0790-0.420

:3.421479,-0005,3390574/:.9070,8490784,7089743390574/:.9

/05,792039294503-:39-:9.70,90390708939080.43/89,0,39,333907089

8,.7:.,5,7941908,08574.088,3/03.083.:/0/390$9047

!708039 4:7801 ,8 , 574108843, 08/08 90 -,8.8 41 507843,9 ,3/

.422:3.,943 41 , 8,08 5078438 90 2489 .42243 :80/ 90.36:08 8 94 2,39,3

.,9,4:08 -74.:708 47 8420 5708039,-0 2,907, 3 90.3., 574/:.98 8,08

5078438.,77907,59458,4395708039,9438,80,890.3.,/,9,94,3807,3

6:070843908549%805832,39,33.:8942073907089

,9.398%0574850.92801/7458398/:73904503389,0,3/,82,79

8,08507843 84:/ .,9. 9480398 $:. ,8 14: ,;0 , 547914441 574/:.98 90

.:89420729,8,6:0894343 41 9480574/:.98%82920,30,8,3 ,-4;0

,;07,0390708939,9574/:.9,3/908,08507843.,39,389,799059.-843

90,/;,39,08419,9830574/:.98,082094/:80/0850.,-,8408,08203

!74-0890574850.96:089438!74-38,;0725479,3990.36:00,7

4:9 8 ,999:/0 94,7/8 4: 574/:.9 ,3/ 9,3 574.00/ 9 4:7 5708039,943 4:7

6:08943884:/-082,79,3/84:/,3807-,8.804080300/4:7574/:.984080,;0,57010703.0147,3850.1.574/:.9,80:80/4:73/574/:.9-01470,8

0 0,7/ ,-4:9 4:7 574/:.9 09. %080 6:089438 .,3 05 4: /0907230 4 2:.

.43;3.34:300/94/4

Page 27: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 27/65

 8,08507843300/894:3/0789,3/-,8.88:.,8.:894207249;,943-4/.:084899

:3/0789,3/-9,80,8.:89420757010703.08942,39,3390708994,7/890574/:.9

:89420739070898,33907,5,794190$904741803

0870,;04:800390.42207.,807034::89,;094094:9414:74:80,3/0990574/:.9!07,58,.,7,3.0.70,247,4:80%08,20,894-0/430-90

8,085078433507843,8030,894.70,90034:/0870390.:894207823/8:.

9,9 0 220/,90 ,8 94 -: 90 574/:.9 2,30 ,3 ,6:,:,7/ 8,08 2,3 47 ,

9:5507,708,08507843%09 90574/:.9 38:. ,2,3307 9,94:29-0

933 //39 -: 98 574/:.9 -01470 %:8 3/3 9,9 /0870 -0.4208 ,3

3907,5,794190$8039047#0,/247043494.70,90/087014790574/:.9

 .94394:90702,-0/087014790574/:.990.:89420729349,.94390

29,3994-:90574/:.9-:9029%-:938:..,80890.:894207300/894

 -03/:.0/%070,70;,74:8,8943/:.090.:8942078:.9,90-:890574/:.99

825479,39147908,0850784394:3/0789,3/090794/70.93/:.090.:89420747

 0907945:88:-907023/0789,94:,709070147,8,08.,492094/847

 -:94:300/94344:7.:894207

$,981,.943,94:/4:/4,190790.:894207,8;039047/074:89,3/

:5!439,92,3/84:9440/,/4399384%0.:894207,8:895,790/9

82430:8904:5,794:72430,3/050.944/807;.00050.98908,20944

$40;03,19070,8-4:9 90 574/:.94:300/94 70,88:70 90 .:8942079,90,8

2,/09079/0.843%0574/:.9844/14790.:894207,3/4:4357080390/90574/:.99,88/0.843,3/0879,-4:99%08082,.:085489908,08574.088

70,;0 .431/03.0 9490 .:894207 ,3/ 0903 448147,7/944:7574/:.9 7,907

9,39330907473490,82,/09079/0.843

 94:90.:894207.039070/172800894.70,90.:8942078,981,.9439,98349

982,34,190.425,33.70,808.:8942078,981,.943-40739857.047

3.70,8398807;.0890708:982,-0407574198

%448147%7,.3,3/0,8:73$,981,.943

425,39,3/8:08943889028 .:894207.039070/47,3,9432,0890,8147.:8942078947089078:089438,3/

.425,398$420.:894207.039070/.425,308!0307,0.97.7544

089,-84930899417003:2-078425,308,70,84:830-8908,3/02,

1476:.94,.422:3.,943

Page 28: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 28/65

:8942078,981,.9438:7;08

$9:/08849,9,94:.:894207,70/88,9810/9434:9410;0714:75:7.,808

0889,3507.039.425,3489.:8942078-:0884789.8:55078

#085438;0.425,30820,8:70.:8942078,981,.943/70.9-.43/:.935074/.

8:7;080.40.93.:8942078,981,.943/,9,98,84:801:94,8,//943,

6:0894389420,8:70705:7.,803903943,3/9420,8:7090044/473308894

70.42203/0/90.425,3,3/-7,3/9449078

48984553

425,308.,37050450945480,8549039,-:078947054794389743,3/0,54398

050703.0/3-:390.425,38,3/.425099478574/:.98%080289078455078

.,30;039089490.425,388,0850784330,3/0;,74:889:,9438,3,078902

80;0884:/0,;0907411.0817429209492003907.425,3,3/.425099478,08

89:,943807090,70:3343,3/050703.01789,3/90970,920399070.0;0 ;,7,39419881472,3,07894543090743.425,396:089438,3/

.425,39894800490.,8,70,3/0/

:894207,3,88

14:9,0,3-:830885,32,70935,3472,7097080,7.4:13/9,9901789

6:08943,80/8484:79,709.:894207%:894/09072304:79,7094:300/94

344:7.:8942078%070,7080;07,-,8. 6:08943894 -0,80/41, /0247,594,3,80,.:894207$4204190806:089438,70

:894207 /0247,5. 57410 30 41 90 70,8438 # 889028 ,;0 -0.420

,/;,3.0/ 4;07 920 8-50714723.:894207 ,3,889 90 ..41, -:99434: .,3

34,9890,04190.:8942078,989074.,943,3/,9890703/07%:8

14:,399457424909.0306:5203984:/4,-,3307,/;07983475,50738079

% % . ,8 90 -089 -:3 70.47/ 3 4:7 89470 %:8 ,3,3

.:894207/0247,58,5747941#5747,28

:894207-:3-0,;47 ,9/490 .:8942078-: 1742:8,9 1,.9478 ,70

2,3 902 -: 4:7 574/:.98 ,9 574/:.98 /4 90 -: 1742 .42509943 .

.42509947843909454190723/84//9,9.42509947-73,-4:98:.,44/

 -7,3/70.,.89010,9:70/02,3/0/2489-4:7.:8942078,9,7090300/8

 ,398,3//02,3/84190.:894207498416:089438.39003/05,3944:4

Page 29: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 29/65

 4:84:/47,304:7-:83088%7:89200;0314:7090-0892,7093.438:9,39

9080-090 6:089438 0 ,8%0806:089438 .,3 -0;07 25479,39 14: ,70

1742,82,-:8308803;7432039

0 ;8 709:733 .:8942078 30 41 90 2489 25479,39 ,3,88 147 4:747,3,943 . /05.98 4:7 6:,399,9;0 8:..088 8 90 30 ;8 709:733 .:8942078

2,97 14:7 .:8942078/439 709:7394 4:7-:83088 4: ,;0 49 , 574-023 4:7

,3/21703/%:84;0707090,-4;09454398-04394054:902489%88

9013,897,390.:894207,3,8857410,890584:/0./0,9890,110.94190

,-4;09454398434:7.:894207,3/09074734990,703/:.3,.943190,70

903.5747,28,7094-01440/,3/.,7094-0/8.,7/0/

&80841.:894207,3,88

/039134:7-089 .:8942078:894207,3,88.,3054:/0391

 4 4:7 .:894207 8 ,3/ 9070- 2574;0 90 802039,943 9,7093 ,3/ 5489433

574.088#0202-07414:7-:83088.4201742414:7.:894207898

25479,394:3449480.:8942078.,3-0

!,333 4:9 70903943 5,38 147 4:7 30 .:8942078 0 .:8942078 ,70

25479,39-:9 84 ,70 709:733 .:8942078 %:8 .:894207 ,3,88 .,3 05.43;079 4:7

1789920.:894207894709:733.:8942078

3/:.3 1:7907-:3 1742 4:7 0893 .:8942078 7488 803 25:80

5:7.,808,70842041902094/8.3.70,805:7.,83-4:70893.:8942078

,250 1 4: 34 .:8942078 4 ,;0 -4:9 43 06:52039 4: .,3 .7488

574249049074370,90/1,84394902

2574;3.:894207807;.03.04:3444:7.:89420784:.,334

 ,9 3/41807;.08 90/02,3/%:8 .:894207 ,3,88 ,8405 3807;.0

/0;07,-9

110.9;0 .,25,3 5,333 %0 /0247,5 ,3/ 5:7.,83 ,-98 41 4:7

.:8942078054:95,333,0110.9;0.,25,39070-2574;34:7

9,709 3.70,832,7098,70,910/43.:894207,3,884:70.430,80941

.:8942078 9,9,;039 -003 9,7090/ - 4: 9 90 8,20 920 4: ,84 089,-8

574.0/:708-0990790390.425099478%00110.93.70,8032,7098,70

Page 30: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 30/65

3.70,834;07, 57419,-9  :8308808 ,70 089,-80/ 1475741983/ 4;07,

57419,-9 ,8 0 ,8 0 -03 41 90 47,3,943 3.70,808 43.0 98 .:8942078 ,70

8,9810/3/.:8942078,981,.943,550343974:.:894207,3,88

:07$007,/8

%09072/,/8:80/1473907,.9438-0900350450%:8-:0780073907,.9438.,3

,84 -0 8,/ ,8 -:07 8007 /,/8 %0 8007 .,3 0907 -0 , 507843, 8,082,3 47 ,3

,/;07980203947,38:..42-3,94341,5:475:8897,90 40;07983907,.943

 -09003-:07,3/80078343,8-:078007/,/

%04-0.9;041,2,7090788944592,:90-:078007/,/8473490747/894

,;0 3907,.9438 38:. ,2,3307 9,9 90 .:894207-:84:7574/:.98%,9 8 84

2:.2,7097080,7.85:9394/0;0453,3,/.454739497,33,8,0800.:9;0

0.,:8090,70902,33907,.9435439

,250 #080,7.,8843 9,9 39038:7,3.0 3/:89750450,70247070,/94

 -: 38:7,3.0 1742 , 705708039,9;0 90 34 507843, 7,907 9,3 1742 , .425,3

705708039,9;0%:838:7,3.0.425,308944,89,3/412,38,08,03987,9079,3

73 902 -0.,:80 9080,0398974: 907.439,.98,70 ,-0 94 80 38:7,3.02:.

 -09907

,709325.,943841-:078007/,/8O $,085078433084:/-02,9.0/990.:89420784,8943.70,803907,.9434349

70,8,0800.:9;03430/0247,59470570803990.425,33,34907/0247,5

,940907

O  1,.9472,47,110.93-:078007/,/889025708843-74:9431742./44/

9,98,08,3/2,70933;4;0897.390.:894207394-:390574/:.9%8944

,110.98903907,.943574.088

O $,0850450,70890704950/0;03-0147090759.%:890300/94-097,30/38:.,

2,33079,9904;07.4209070889,3.084,894,;0,5489;03907,.943$038,94,574.0883;4;3-4990.438:207,3/902,70907,-:07,3/,

800703.09089:/41-:078007/,/8809702025479,39

Page 31: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 31/65

Page 32: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 32/65

,.9;90884:/-0.0,7897:.9:70/849,990/039143549039,.03984199057410,3/,70,-03,3/,:9470/94-:90

574/:.947807;.03.0574850.938:3/07,99038:594908,08574108843,946:,19480574850.98941:7907/03910

.:8942078,3/8.70034:954470,/809:844,990574850.932094/83-701#01077,81742.:8942078%7,/30,/8949078,08

705708039,9;08343.425099;039073,898!:7.,80/898842039070894/.,33457473/.,943413907089!#!!#

0147003,3390,.9:,507843,803574.0888,08574108843,81789,3,0,9031472,94390,;0,;,,-094902,-4:9,

574850.994:3/0789,3/,82:.,-4:990574850.9,85488-0:7390570,5574,.5,804190507843,803574.088

8,08574108843,89794:3/0789,3/90574850.98.:77039300/8.:77039:8041-7,3/8,3/10038,-4:9,,;,,-0-7,3/8,80,8/03910/0.8432,07870;0,..4:398947081,3,88088574/:.9300/85,3.70,90,8,085708039,94394,//708890/03910/

,3/0.43.07384190574850.9,3/809.,4-0.9;08%08,08574108843,,84/0;0458,57023,74;07,897,90147908,08

574.088/:73985,800053323/9,990897,902,,;094-070130/,8047800,7382470,-4:990574850.93-701570

,5574,.4:/3;4;090144340890.:894207,;0,300/9,94:/-010/-90574/:.9807;.08913,3.,5488-0147

90.:89420794-:,3905078432,04731:03.090/0.843

 !!#%0,5574,.890,.9:,.439,.9908,08574108843,,8990574850.9%889054394190803574.088

070908,08574108843,20098,3/7009890574850.9574;/08,33974/:.943089,-8087,554799,980989014:3/,94341

9070,94385,3/,88450303/0/6:089438940,732470,-4:990574850.9,3/84707300/8$$!#$%%

:73905708039,9435479434190803574.088908,08574108843,9089,9574/:.989473,,9,9850,8/70.9

9490/03910/300/8,3/,3984190574850.9.:89420/5708039,9438900.42543039419889059985439

390574.088574850.98,7041903,40/944/,3/473850.990574/:.9,3/908,08574108843,2,,84,.9:,

/0243897,9090574/:.9:/4;8:,5708039,94382,-03.47547,90/8:.,88/05708039,943847574/:.9;/048,3/988:8:,038,08-74.:70847-44098,7057080390/9490574850.9$,08574108843,884:/897;0940990574850.9/4

248941909,3/:73905708039,943,3/,//708890300/84190574850.9,81:,85488-0-8439,90478097:

:3/0789,3/8,3/.,708,-4:990300/84190574850.9%$!74108843,8,08504508004:9574850.9

4-0.9438347/07949794,//7088,3/4;07.42090203574850.984110784-0.943894190383,89,990300/,3/,39

940,72470347/07942,0,1:314720//0.84314-0.9438,70349:3.4;070/,3//03910/9038,08574108843,8

.,33490110.9;02,3,0902&3.4;0734-0.9438,83.,7136:089438,3/4;07.4234-0.94388,.79.,5,7941

97,33147574108843,80078,3/8,8,70,9,92:89-0.4393:,/0;0450/-0.,:809070,,8-04-0.9438%7:89

2003904:9,9,88443,8,8,08574108843,13/8,,948:..0881:,3/0,84707574850.984-0.94388420

574850.913/,30:3,39.5,90/4-0.943114734490770,8439,3949089902099041908,08507843$$

94:90.3.,.483,8,0,5503803574/:.9847807;.08,70/0;070/9490.:89420788,981,.943,3/5,2039

870.0;0/147905:754808414:7/8.:8843/0130.483,8,831479047/07%070,702,3.48390.36:08,8

0,82,3,894,897,.4836:08943897,6:08943299,09014724149,9;0,//70880/4:7.43.0738,9

49076:089438/44:,;09,92925,.94:7/0.843945:7.,80483/408349,,820,39,9908,08574108843,907,,881479047/079.4:/-0,8390574850.942,3904:/0,9.447904:/57010703904:/

0949,0/0;0709.%442,38,085741088438,7009070,47944,7088;0039.420894.48314:,70.483,

8,0-08:7094,81479047/07190574850.9;08,3,380749079,30892,-0,44/455479:3994/039130

4-0.9438,3/.4393:0803 &!44:58,3419034;07440/-:925479,395,794190803574.0881907,3

47/07870.0;0/98390-0893907089410;074303;4;0/147908,0850784394144:5990574850.9942,08:7090

574/:.9,870.0;0/390574507.43/943,99079920389,0/57450757450797,33/0;070/,3/9,99003970

574.088,8,..059,-09490.:894207%88,.79.,89053.70,93.:8942078,981,.943,3/-:/343907270,943858

9.:8942078190.:894207050703.0/,3574-028,9840;07908,08574108843,.,33907;030,3/-0.420,.:894207

,/;4.,9094038:708,981,.943039144:5.,3,840,/94:3.4;07330300/8,//943,5:7.,808,3/,84

701077,8,3/9089243,8..,3-0:80/,88,089448

%$&$$!#$,9/44:93,9,70906:,90841,44/8,0850784309:8/8.:88,1041902083.070950450%442,38,0850450,701,0,3/10339070893907574850.98!0450,7082,79

,3/80079974:8:.383.07914:,7034983.070,3/4308990;074304:20099034:84:/349-038,08

98;9,25479,3994.4389,394304:78,08,3/.422:3.,9438884393:4:874997,3331472,574108843,

80390.36:088,84;0725479,39%,097,33.,8808890394,:/4.,880990574108843,/0;04520399,50870,/,90

574108843,/0;04520392,907,4:.,3094:7,3/843,3/89,79,5747,24180189:/,3//0;045203938,0894/,1

4:,;039,70,/7898903944:7.:894207:3/0789,3/84707,398,3/300/8,3/439039794/09072300907

473494:.,3/0;0790574/:.947807;.089420099480,398,3/300/814:,5574,.,574850.99,84:943-01470

:3/0789,3/390574-024:,70094-0743,-4:99084:943%0-0898,0850450,8,49416:089438,3/

Page 33: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 33/65

03:3089039490,38078-01470850,3,,34:7574850.98,3/.:8942078,70,/1107039844:84:/970,9902

/1107039%0-0898,085045089032:.24709,3909, 3/4:9,94:7574850.98,39,3/903;0994902

!07843,803897,9008

!07843,803843041904/08914728415742494393;4;0890:8041,8,08147.0948:55479,5:8897,9003.4:7,3390720/,70894-:90574/:.947,5:897,900709074041908,08147.02,-0290/948:554793709,078,3/574;/3,19078,08807;.0

!:8

5:857424943,897,902,08:8041,.425,388,08147.0,3/97,/057424943,.9;90894.70,90.438:207/02,3/147,574/:.9

%0574/:.075742490890574/:.994408,07890408,0785742490 994 709,078,3/ 90709,0785742490994.438:2078

44/0,25041 5:8 803 824-054308070 902,47 ,3/8092,3:1,.9:70788:.,84,5742490907 574/:.98 ;, 709,078 8:. ,8,75430,704:80!07843, 803,3/97,/0574249438,70419039024890110.9;057424943,9448147.425,3088:.,84,1470,2504110738:-8/084390,3/80989403.4:7,0709,078948007;4:208

5:8 897,90 9708 94 80/70.9 94 90.438:207 -5,883 4907 /897-:943 .,3308 080338:7,3.0474/,8/70.999895041897,90.438:207574249438,3/,/;07983,70902489057424943,9448

!:

5:803897,9084309,9706:7088503/343,/;07983,3/.438:2075742494394-:/:5.438:207/02,3/147,574/:.9

190897,9088:..0881:.438:2078,8907709,07814790574/:.990709,078,890408,078,3/90408,078,890574/:.078

44/ 0,250 41 , 5: 8 90 0,; ,/;07983 ,3/ 57424943 41 ./7038 948 2,3 43900;843 438/07 90 70.03957424943, .,25,3 147 98 305708.44 5747,220 902-0820/,9949414:70,74/80584/08412-08,;0-0032,/0,3/,7010,9:70/0;07/,43/9,./7038.,33000-08,3/

85,79419057424943,.,25,390,8,700/,/0,9942,07807!7.0942,709574/:.98-,80/439084.9450802:,9090545:,794190%00308&3/0790907284190/0,807!7.0/0;0452,3:1,.9:70,3//897-:90,7,30412-08574/:.983.:/384195,89.,3/00.9743.0,73394814790&,3/70,3/

347//090.42207.,/;8434190,.0;0/8,0841U2174298./7038-7,3/8,3/574507908,890,7%0/02,3/.70,90/1742-74,/.,89341902-08,3/,2,47,/;07983.,25,380945:/02,3/1742./703,3/03.4:7,0709,07894894.2-089483908947081477892,8

!07843,80388

Page 34: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 34/65

!74850.939739413/30.:8942078

422:3.,9390893,3/549039,.:8942078,-4:990574/:.97,30

$03.439,.9990.:894207,380736:089438,3/97394.480908,0

$07;.3574;/38:55479,3/807;.09490.:8942073905074/:594/0;07,3/,8454898,0

31472,943,90734-9,3331472,943,-4:9902,70994100/-,.394902,70935,333574.088

4.,93 3 920841 574/:.9 8479,0 90 8,08 147.02, ,;0 90 5407 94/0./0 4,;,,-0894.8,70,4.,90/

,9,7090,/;,39,0841:83507843,803,8,20,384157424943

W !07843,803 8 , 1,.0941,.0,.9;9 .:8942078 907014704-9,3, 70,9;0 /070041

507843,,9903943

W%08,082088,0.,3-0.:894280/94200990300/84190.:894207

W%094,3,9:7041908,08574.088,48908,0890,294708543//70.9,3/57425994.:8942076:089438,3/.43.0738

W!07843,8038,44/,410993,.7488,70,24:3984190.3.,474907.4250574/:.931472,943

W%01,.0941,.08,0820093;08908,08147.0.,3.094/0243897,9090574/:.9

W706:039200938-090038,08147.0,3/.:894207574;/0,3455479:3994-:/44/43907270,943858

;039,9 9070 ,702,3 ,/;,39,0894507843, 803 /42470-:8308808 3492,39,3 ,/70.98,08147.0

,3/8,/;,39,0841:83507843,803

%02,3/8,/;,39,041507843, 803 8 90 .489 4102543, 8,08 147.0$,0850450 ,7005038;03,//9439490-,8.5,5,.,0,-:83088300/894574;/03.039;0894,.0;08,0895.,98 8-,80/43.4228843,3/47-43:8,77,3020398,3/9006:52039942,08,08.,8.,797,;0,3/8:-88903.0.489824-0543009.

3,//943,8,08507843.,343.,43430.:894207,9,920%88349,.4890110.9;0,4170,.3,,70,:/03.0

01394341$,082,385

Page 35: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 35/65

%0,79418:..0881:5078:,/3574850.9847.:894207894-:574/:.98

47807;.081742.90.,3/07;08:9,-0-0301989070-3.70,83

907949,8,981,.943

$,574

%05,333/70.943,3/.4397441507843,8033.:/370.7:93

800.9306:553,883374:938:507;835,3,3/249;,93,8

90809,88,5594507843,8,08147.0

%0207.,3,7093884.,943

 44/8:..0881:8,082,384:/5488088420.079,36:,908347/0794,.0;08:..088$,08507843,9

$,08507843,98,,-4:9908,082,39801!07843,9.,3-0574/:.0/,3/2574;0/-/0;0453906:,9083905489;097,985078432,349,;0,088039,6:,90841,8,08507843-:90,894897;0347/0794.425038,9090,.3%05489;06:,90894-0/0;0450/347/07943.70,80,3/2574;0908,082,38507843,98:.,83/3088.4:7,0.431/03.0430894,944/0,9,3/.0071:3088

 908,085078434:/349,;0,905489;06:,9089029,;0842030,9;06:,9088:.,810,74423088.4,7/.009.%0806:,90884:/-0300.90/1742908,08507843,-9843.014720/,70,,8/11.:994.,305078434,890.,5,-99447,7/,,84794:9,3/11.:908$49830.088,7147908,0850784394/0;045905489;097,98.2,-0/11.:9,990-0333,3/9070--:/3,5489;0507843,9

$420419025479,39,850.9894-0/0;0450/-908,0850784394,.0;08:..088,70

,!8.,97,98

93.:/080,9-70,/95489:708500.,3/,550,7,3.094:944/0,9908,085078434:/349,;09003/:7,3.0948090574/:.947,.0;089,709802,,84-0706:70/9424;0,-4:9/11070395,.08.4:/-0/11.:91472,3/,80,889,3//:739070,9075,794190/,11038;0-70,/92:89-0,;4/0/-0.,:8092,705090.:8942078 9.,3-00,8/090.90/,3/.439740/-908,085078432801 92,-0.,:80/94/010.9;090094758.,/847/0784717428942,.44/5489:70.438/07,-03,3.0890,550,7,3.0,3/507843,941908,0507843844/5489:70/4083920,3,897,9,3/7/5489:70 920,38:330.088,7903843412:8.0884:/-0,;4/0/'4.084:/-0;07057088;050,8,39,3/984:/,997,.990.:8942078,49%0;4.084:/349-059.0/4,7804724349434:80,9,3/50,83,550,7,3.08088039,147,8,085078433,3,411044/,550,7,3.041,8,08507843;02.431/03.03

570803938,7:203983,.43;3.32,330794:9-03/897,.90/-10,741843,550,7,3.0 557457,90,41/70883,845,8,07403,550,7,3.0984:/-0.0,3,3/190%08,0850784384:/34494820,44/3,9:7,8204:/03,3.08,550,7,3.0

-039,%7,98

039,97,983.:/0,..:7,.,07930882,3,94339,9;04-807;,943,3/801.431/03.009.%08,082,384:/-0,07970,/9413/4:9,8,3/20,3841807;390.:894207807930888,5,793.908,0850784384:/38570.431/03.04190.:8942078:89420783472,4:/3490

Page 36: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 36/65

:770/8,085078438,80,84430984304190248925479,392039,,997-:908.84:/-0/0;0450/-908,08507843

1,8,082,392,3,943,;090.,5,-994;8:,090,79.08706:70/-90.:8942078:.,.:8942074:/-0700;0/,3/847,901:1478:089438,3//0,8;03-908,08507843%08,0850784384:/-0,-09493,3//0./014728013890,/41,;394-094/0;07930

84:/-080170,39%025479,396:,93,44/8,0850784389004/7;0.2,082,39942,0908,002:89702,3039:8,89.41904-%08,0850784384:/,;090.,5,-9949,0/0.84381472801,3/,888990,;073.:89420783942,38/0.8438-039020,38416:089438,3/8:089438

%08,0850784384:/,;090,997-:90410034-807;,94350784348,0034-807;07220/,9084794:990574-028,3/13/,84:943,88443,85488-0%08,082,32:89-039070890/3847,3/897;0940,73,90/:9084190/11070395,80802:895,,.480,99039439490.:894207890574/:.90808,3/900390757800478147 $01.431/03.085738174290340/0%0701470084:/,.6:709474:340/0419044/80808095041.:8942078%08,0850784384:/,;0.431/03.032801,3/574/:.9808089490.:8942078

.$4.,97,98

%0,-9942,01703/8,3/9409,4399050450343041902489;,:,-0,88098 $4.,97,983.:/08,-9942009905:-.90248925479,396:,941,8,08507843942009905:-.,3/850,,-4:990574/:.90,398948090208,84706:70/944;07.420.438/07,-070889,3.0/0,990897,307838803,.9;9,3/4503:530907794708%08,082,384:/,,8-05490,3/03074:894847,3/9490.:8942078 9/0,834994-0,90147,5543920398,//70883.:89420783,1703/,0;074839025078,39,34:,3/44/-000,;3904707884:/-0.44507,9;005430,34907942,050,8,39473.43/9438

/,7,.90797,98

%070,70842025479,39,997-:9083,5078438.,7,.9074430.,3050.994-08:..0881::308801448842024/,.,7,.90789.8 93.:/0843089,3/70,-9039:8,823/:897,3/

50788903.0

340/04144/8

%08,0850784384:/,;090340/0,-4:990574/:.9808803 $,0850784394:990.3.,340/0,-4:990574/:.94:/-0,/,307940.:894207,9:7,0.,334905,3842093574850.9;09490.:8942078.02801/40839:3/0789,3/ 1908,082,3,890340/0,-4:990574/:.904:/-0,-0,3807,906:07087,80/-90.:8942078;031,830,3807070349;03.0,790.:8942074://4:-9,-4:9906:,94190574/:.908/08-,;390340/09-0.4200,807942,090.:894207:3/0789,3/,-4:990574/:.9

%0090394190340/0706:70/41,8,082,3/0503/8430907083803.489

574/:.9847457.0/574/:.98%08,0850784384:/,.6:7031472,943,8949054.08-03/90574/:.98,89080,707010.90/390574/:.98340/04190574/:.9432094/8.,3/0:80/-908,082,394:89190.4894190574/:.9084:/,8434,-4:990,,110.93908,08,3/803340/0,-4:990172340/0,-4:99,7118/0;07.43/9438,84%070,70/11070392094/894,.6:70340/0,-4:990574/:.98

[!07843,050703.0[#0,/3-44897,/04:73,8[438:93990803478[$9:/3,/;079802039

Page 37: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 37/65

[#0,/38,082,3:,[00938,3/.4310703.08

25479,3.0-:3249;08

%070,703:2-0741249;08%0.42243089249;08,7010,75741957/0.4214791,8430,9,3/

,-98,082,38031038:7,3.02,:9090249;0414;0147901,24,990701470084:/13/4:99010,783;4;0/39 92,-0/0,910,74148809.!7419398908,082,384:/2,0909454398.0,7942,024308,;02430084:/249;,9090.:894207894-:90574/:.98080,-4:9905489;0,850.98,3/30,9;0,850.98.4:/574;/0,.0,75.9:709490.:894207090798574/:.94:/8:90902473493/-;38:089438,3//0,89490.:8942078/ 7 0 . 9 2 , 7 0 9 3

3974/:.943

70.9 2,7093 8 .43.0730/ 9 089,-83 ,3 3/;/:, 70,94385 -09003 90 -:83088411073,574/:.947807;.0,3/9013,.:894207

70.92,7093,8-003/0130/-903899:904170.9,7093,8

%0 5,330/ 70.47/3 ,3,88 ,3/ 97,.3 41 .:894207 -0,;4:7 94 /0;045 , 70,943,2,7093897,9008

#%#%

70.9,70938903907,.9;0:8041,/;0798320/,94892:,90,3/220/,90

-0,;4724/1.,94338:.,,9,998-0,;47.,3-097,.0/70.47/0/,3,0/

,3/89470/43,/,9,-,801471:9:7070970;,,3/:8070.92,70938,8:-/8.530,3/950412,7093%070,70942,3/013943,.,7,.90789.8.

/893:89174249079508412,7093%0178989,99,990259894803/982088,08

/70.994.438:207894:990:80413907;03320/,%080.43/.,7,.90789.8

9,99814.:80/43/7;35:7.,8089,9.,3-0,997-:90/94,850.1..,94,.943

%8,850.941/70.92,70933;4;08,3025,884397,.,-020,8:7,-05489;0

7085438081742.438:207870,7/0884120/:2

%0574.08841/70.92,7093.4;078,/07,304157424943,,.9;9084:2,-01,2,79%0803.:/0

W70.970854380,/;079843900;843,3/7,/4W,47/07.,9,4:08W.42207.04:-4:9982,7093.425,34314439:947:8/70.92,7093.,25,3W,,30380798W70.92,84209208,847010770/94,8:32,W%002,7093

Page 38: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 38/65

70.92,

190,-4;0/70.92,709390.36:089043032489/08570,/:808/70.92,

70.92,8/094:941,89024890110.9;020/:294,.0;0,.:8942078,0870854380

W%0 ,/;079807.,39,709, 57424943,2088,0/43 94,33/;/:, 0;0,3/0705488-0507843,80902088,0%070,70,,703:2-07412,3/,9,-,808,;,,-09,9,4-:830880894803//70.92,394549039, .:8942078-,80/434:804/ 3.420390708984..:5,943,3/4907;,7,-08

W:8308808.,317899089907085438;0308841/70.92,3-803/34:9,90892,394,82,705708039,9;08,250-01470.42299394902470831.,39.48941,,707.,25,3

W70.92,3.,25,38,70088;8-094.42509947898907014705488-094-02470.70,9;01474307

40;07/70.92,,880;07,0,308808

W 50.0 41 /70.92, 8 088 3907,.9;0 9,3 , 900;843 47 7,/4 ,/;079 ,94: .70,9;05,.,3.,389892:,90.:89420770854380

W0,/920894574/:.0/70.92,3.,25,38.,3-06:9043

W%07083.70,83.:894207.43.0739:32,9070.05941:384.90/2,.419038:08989,99079943/;/:,57;,.,8-003-70,.0/

%070.92,7093/,9,-,80

70.92,3 8 -,80/ 43 90 2,3 89 , .79.,5,79 390 /70.92,7093574.088 %02,389 8, /,9,-,80..40.98940907/09,8415,89.:77039,3/549039,.:89420785745072,3,0/2,3/,9,-,8003,-08,-:8308894

W4.:84390-089574850.9;0.:8942078

W74888070,90/574/:.98

W,:3.30574/:.98940893.:8942078

48902,3/,9,-,80.4250/

%0 89,793 5439 8 90 0893 31472,943 90 -:83088 0058 43 98 .:8942078 14728 41.422:3.,943-09003, .:894207,3/90-:83088300/94-070.47/0/84 9,9,/09,0/:594/,9057410.,3-02,39,30/

98 ,845488-094-:2,38981742080070%070,703:2074:82,38943078,3/-740784 80 898413,208 %0 3907309 /70.94708 ,884.,9438 ,3/ 4907 84:7.08 ,70 44/84:7.08

Page 39: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 39/65

70.9,70938,33907,.9;088902412,70939,9

O &808430472470,/;0798320/,940110.9,20,8:7,-0.:89420770854380

O 797,38,.943,9,34.,943

O  3/89470831472,943,-4:99,90;0393,/,9,-,80

0,9:7084170.92,7093

%4,.422:3.,943-09003.:89420747574850.9,3/.425,3

$4209208.,0/3907,.9;02,7093

42//02,3

4579078908,08507843

0,8:7,-0/,9,-,80,,8:80/70.92,70907,,8,..4:39,-0

!#%#% #%

,3.,3894708,;0/74550/8424;3850.,99028.70,93,3455479:39

147/70.92,709078945742490908090289439070890/-:078

%07494190390730902,24-054308,3/1,2,.30,82,/0574/:.9

800.943,3/47/0732:.8250747/70.92,7090789457424909080902894

39070890/-:078

%%$#% #%%$&#$

70.92,7093-030198.:894207832,3,8

O

98,;0890920,3/3974/:.0.:894207894,,70800.94341207.,3/80%0.,3/4.425,7,9;084553--7483974:2,8.,9,48,3/4330

84553807;.0890.,347/0714744/8

O :83088.489:207,84-030190/-0,733,-4:9,;,,-0574/:.98807;.08

94:993:59203200938,0850450

Page 40: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 40/65

%%$#% #%%$#$

O $0078.,3-:,2,389.439,33903,208,//70880841,248974:58

/4.9478

0330078

.0100.:9;0841.425,308

90.,3-:9,.4393:4:870,9438590,..:894207

$!#% #%

!#%!#$!%'

#080,7.84:/14.:843/70.9803,8,.422:3.,943574.08854908083;4;3

,/,59,-93049,9438903397:89-:/3,3/;,74:870947.,,3/5078:,8;0

/0;.0.4:/-090890/3,/70.980380993

%%!#$!%'

&3/07,9.43/9430574/:.9847807;.0884/2,7099,7090/.425099;0

.43/94381,.0/,70;,74:89,.9.,.42-3,943824890110.9;09002,7093

.,9,4800.9743207.,3/83

$%#%!#$!%'

,9,-4:99/70.98033901:9:70

8/70.980302073,8902,7093897,90-0898:90/948:..00/92.74

2,709802039,943

%#$

O ,709370;03:088574-,-831.,39:3/070892,90/

O %0708,300/147-,887080,7.43/70.92,7093

O $,0850450,3/.438:207845:7.,80974:/70.9

Page 41: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 41/65

O 803

O %0249;,943841/70.98,0850450,3/.:8942078

O 4:/,550,794-0,10790,70,1477080,7.

O 39073,943,,3/425,7,9;03,8084170.92,7093

f°f�¾f°¾ff°f�¾�n¾f¾

14:,704439489,79,82,-:8308817424204:29-0.438/073443394,/70.98,08-:8308809080-:8308808.,3-08:..0881:9070,70,842,3.,03089489,793,/70.98,08-:83088014704:/0./04389,793,/70.98,08-:830884:300/94/45039417080,7.,-4:990.425,394038:709,990,70092,90.425,3,3/,703494394.434:4:9414:7,7/0,730/2430%070,702,37084:7.084:.,3:80947080,7.9080.425,308,3/90-0895,.09489,7989009907:83088:70,:4:70,,3994.0.9009907:83088:70,:80-890190.425,38349,0343

.425,3470,250;43,3/,7,,;0-003,74:3/1470,78844:,70,/3490,70,092,90-:83088-:94:89,399413/4:924704390.425,3,3/,99706:708-014703;0893,32430

34907939493,-4:90389,793,/70.98,08-:83088814:,704394-043,74:3//44794/4475:993438489403.4:7,05045094-:4:7574/:.98490;07-4/,890507843,9949,50450394-:3,574/:.984/44794/4478,0829349-01474:14:,70349,;074:943507843,3//4349,39945:943848147,/70.98,08-:830884:.,344394.425,3089,9/4907/70.98,084;079039073094:.,3890,732430-:94:7.4250994384394-0,-907:9,9908,209204:.,305,3/4:7.:894207-,80

-,/;079834:70-8904349070-8908

/;,39,08!49039,940,73,3:3290/,24:3941243004:743-48839,.48981,7.0,5,370.0;089,79:52,907,8147,10:3/70//4,784708855479:39089420093050450054:-:/.431/03.0,3/-0.42024704:9434:.,34074:7.422:93.4898,3:80903907309943.70,804:78,082,549039,.:8942078,3.70,90,2,7093890,8-,;3,33907309890-411073170031472,943945045048:-8.7-0944:7890:8942078.,3,86:089438,3/09,/;.03,70,0/03;7432039!74/:.98,70/0;070/9490.:894207,9420/70.994907/447%0708:8:,,2430-,.:,7,390014790.:8942070-04738.0/:0$420/70.98,0-:8308808,44:94,55147.70/984907083489,79:5100

Page 42: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 42/65

1474:%070834706:70/0;0410/:.,94347050703.0,3-4/.,38:..00/3/70.98,081905:91479900114794:-0.420,30507943.079,3574/:.98844:,702470340/0,-0,-4:9,94:,70803944:7.:8942078

8,/;,39,08!7424939895041-:83088.,3-0;07920.438:23%895041-:830888.425099;0&3570/.9,-084:7.0413.420-:914:/44:77080,7.,3/.4480,0343.425,39,9/408349,;0,49418,085045034:74.,,70,4:.,33.70,804:7.,3.08410,733,57419096:90,-941700.943-0147013/3504504-:,94:,;0944110714:,7044314743043309884209208,7/9413/,-:830889,98092,90$42092084:,;09480842,3574/:.9847,809/4,7,24:3994702,33

44/89,3/3990-:83088$4204190574/:.98,7082,794574/:.984:.,313/39089470-:9147,2:.0757.0,3/4:,;0,,7/92097394.43;3.050450945:7.,8098574/:.93890,/41430,9,89470

70.92,8,95041,/;0798320/:23.2088,08,708039949,709.:8942078974:902,0.42078949010/41/70.92,41903:809090728/70.92,/70.92,7093,3/2,47/073907.,30,-!07,5890-089,94/893:89080970082,709/11070399072889470202-079,9/70.92,8825,3,/;0798320/:20

 573947-74,/.,8920/,!73920/,2088,08,70/0;070/974:9057390/47/:8:,33085,5078472,,3080-74,/.,8920/,2088,08,70/0;070/974:90,7,;0843900;843477,/43/70.92,,/;07983,3/49079508412088,08,70/0;070/974:902,

,41.4397,892,47/078,,41/43-:830880709,47507843,8032,47/07-:83088/0;07898574/:.98974:902,92,,84:80/70.92,94803/4:9,/;079832088,08-:92,34907-:8308808:80/70.92,94:9-033902,47/07 -:8308870.92,70938,-74,/0790729,970107894,950412,70939,9:908,;,70941,/;0798320/,94,550,/70.99490.438:20770.92,70938/893.9174249079508412,709339,992,08,341107,3/84.98,/70.97085438070.92,8

825430,/;0798320/:29,9/70.92,7090780254,94:98,2439024891706:039:80/

70.92,8,5,79.:,7,997,.9;04594314782,-:8308843078,89.,3.422:3.,90.42509031472,943,-4:9,574/:.947807;.0,3/70,.,2489,3.43.0;,-09,70974:5,147,70,9;04.48970.92,.,3574;/090-,88147,-:83088479.,3-0:80/948:5502039,.425,3897,/943,8,080114798470,250,82,-:83088.4:/:80/70.92,9431472549039,.:8942078,-4:9984110738903144:59,5430.,47,;89

Page 43: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 43/65

Page 44: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 44/65

Page 45: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 45/65

Page 46: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 46/65

90703.48:7089,92,-0,//0/9490/70.92,5,.,03.:/019475702:2858,79.07057398,-:8308870503;0450,3/,;,709413;4;02039/0;.083;4;02039/0;.088:.,889,25889.078503.8,3/7:-4112088,08249;,909070.503994-0.4203;4;0/99070854380/0;.0,3/4501:.4393:0949,090,.943706:70/942,0, 5:7.,80

%089370.9,

$3.0,700503/9:708,703;4;0/32,3948984194:8,3/82489/70.92,0789,0,/;,39,0419020/:2890893.,5,-908;0700203941/70.92,90411079089,3/905,.,0.,30,8-090890/94,;4/.4229932,477084:7.0894:3574/:.9;02,383$:..0881:70.9,7093094/  84-$943070.42203/0/90893382,47,70,8574/:.98,3/807;.0820/,57454894382,/0.455,9147281472,98,3/923%0 543989,99089884:/.43.0397,904320,331:.425430398

47574/:.98,3/807;.08-0384/-2,57.3,3/5,2039459438,704190390890/

90892,70;0,9,9,0757.0,.9:,574/:.08,-0990770854380090574/:.9,3/90 57.0,70.438/070/902,3411075702:28,3/49073.039;089,903,3.09041107,70,848:-0.99490893

89908938-,8.94/70.92,5079870.42203/90893/1107039802039841,5,79.:,789570107,-9089390-0898020391789%0,557457,908041,90898,2508/0503/0394390,39.5,90/70854380%082,0790,39.5,90/708543807,9090,7079030.088,7898,25084:/-07:0419:2-89,990898,25084:/-0,70034:940307,90979941479,39.5,90/708543808089908932,.0,7/039133078,3/480789,8470;0,9,98420898,702,73,4730,7-70,0;0339,9.,8090892,-0/8.,7/0/47,3490790892,-0.43/:.90/:83/1107039800.943.7907,439089942,0

95,4:9-09907

%0/70.92,5,.,088:-0.994,;,709419089814.:83431472,9,3/.451902,07,8089,-80/,.439745,.,0903430002039,9,920890890/9480019198907085438094905,.,03490795041.70,9;090893884209208.,0/-70,974:90893070,30397030,5574,.8/0;0450/9480,574/:.947807;.0

898411078,3/5,.,08.,3,-090890/34302,303/43057450790892,97.438893413/;/:,9089.088.43897:.90/,.9089.0.439,38,:36:0.42-3,943410020398-0390890/,3/2,08:5,54794341904;07,2,3190790039702,38/74550/70854380817420,.9089.0,7097,.0/94/0907230905071472,3.0419090890/0020398

0370.9,478089

70.92,4110782,70907880;07,,/;,39,084;074907,/;0798320/,9574;/08,/07004120,8:7,-91470,250.39:73,4814709038;0908931.4:780147/70.92,9447090/70.92,709072:89-0,-094/0391909,709,:/03.0,3/.70,9047703990,557457,902,38989470,.90270.92,,84;082,709078.43974

Page 47: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 47/65

4;07908,082088,0,3/,48902945708039,70,9/0,4131472,943,-4:9,574/:.947807;.03908,0809907,3/-74.:70#050,92,38.,3-0/430949,0,/;,39,04190 574/:.9847807;.08549039,1477050,98,08,80,8948070,90/44/8,3/807;.0894908,208980/70.92,7093,87434;07900,78940254,;,70941,/;0798320/,,890-0.,20,;,,-08:.,8909005430-74,/.,8920/,,3/573920/,98

/70.92,9,9702,389024890,;:80/20/:23/70.92,709394/,

390,908,3/0,788420,3,898570/.90/9,990749413907309709,3,3/,/;07983.4:/0,/94,/0.30390:801:308841/70.92,:9,89:/7054790/-0-47,%4937,5.798 439570/.90/9,9/70.92,0503/9:7084:/74,9,30892,90/7,9041507.0395070,71742943,//9439089:/570/.90/9,9/70.92,88,7041949,,/;079830503/9:7084:/702,389,-0,9507.039/:7398 5074/%0390730984303,3.3/70.92,57393.425,35708/039#.!4094/%4947547,943889300/94803/,.,25,3-,80/43/70.92,347/0794/7;0.438:2078949070-8908190790.438:20770.0;08,-0,:91:57390/50.090172903.,3144:59,302,2088,031,.99039073094110788420-03019894/70.9

2,2,7090783.:/30,8,..08894/,9,-,80898,3/0-89089,9,:942,9090/70.92,574/:.943574.088

¯

f¾¾f¾½¯°

°n°¾f¾

�¯°�¯f�nf¾f¾½¾°¾¾½°¾@f¾¾�°¯°¾¯fn¾

¯f°°�°¾f¾½¾°nf°¾°f°°n¾@¾¯f�°°

¯¾���f½n¯f¾�¯°¾½n½n°¾¾�n¾¯¾½n�n

n¾¯¾½¾½n¾@¾¾�f¾°½°ff¾ff¾¾�°

¾¾f¾½½@°ff°¾nffn¾n¾�¾f¾½½nf°f¾¾

Page 48: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 48/65

¯°f¾¾�°¯°¾f¾f��°¾¾¯f¾f¾f�n½f°¾f°

¾¯ff¾�f½nf¾¾�°¯°¾¾¯f¾f¾¯°¯f½°¾¾

°nf°°¾f¾½¾°J°nf°���f½n¾°¾�½¾½nf¾

¯°¾�$,08%07794708W8,089077947.438898410893,3/549039,.:8942078,8830/94,8,08507843W489.425,308,498,085045094047,5.907794708.43889341.:77039574850.9;0.:8942078

,47#0,843803019841$,08%07794708W3.70,802,709.:894207.4;07,0W439748030503808,3/920W3,-0-099070;,:,943418,08147.05071472,3.0W2574;0.:89420770,943858W3.70,808,08147.00110.9;03088W2574;08,08,3/574195071472,3.0

!74.0/:701470833$,08%07794708W$00.9,.43974:39W 3/4.,943,3/549039,415708039,3/574850.9;0.:894207893.43974:398W0./0-,8.907794708-:83W:/:52094/7W70,/432094/.43974:398,047,5.,9077947,-,80&330.088,705038;0147.438:207574/:.98!74.0/:703:/:5094/W0./0.:894207.,1706:03.08W,.:,90949,.:894207.,830,..43974:39W892,90474,/.,5,.941,8,08507843W,09039,9;0907794708W0;04513,907794708-0.9;0894

06:,8090474,/418,0850450!74.0/:70370,/43094/W892,90.425,38,08549039,147949,2,709W470.,898,08549039,1470,..43974:39W892,908,08;4:20050.90/17420,.8,08507843W,09039,9;0907794708W0;04513,907794708

-0.9;089406:,808,08549039,41907794708

 8833$,085045094%07794708$,08,3,0784:/.438/0794.7907,#0,9;0,-9418,0850450W,80/4300;,:,9431,.9478!74/:.9340/02,709340/05,898,085071472,3.0.422:3.,94380388$,085078438110.9;030883,%077947W0./0/-.425,7384.,.:9:7,,3/58.,.,7,.90789.841908,085078439948041909077947W-0.9;08942,9.8,0850784394909077947,3,0203941%077947,4;07,0W920,3848,0850784384:/.4;0790,8830/8,089077947W93.:/0897009,88147,8,082,3,07W!,333011.03974:9081478,0850450W$.0/:38,08504508920W&839202,3,020399448#4:93W#4:938,97,;05,3:80/-,8,085078431472,3.:894207.,83,9077947W0301984147#0,843814774:93W#0/:.943397,;0920,3/.489W2574;0203939077947.4;07,0W25479,3.04174:93/0503/84390,55.,943W,9:704190574/:.925479,39147W%50414-8418,085045025479,39147/7;07.:28,085078434--:9.70,9;08034-

300/8,10-074:905,3!74.0/:70147$0993:5,#4:93!,3W/0391.:77039,3/574850.9;0.:894207843,90779472,5W,8810,..:89420739420/:24748,08549039,W0./0.,1706:03.1470,..,8841.:8942078W:/74:905,3,74:3/4.,943841549039,.:8942078W425:90780/2,902,9.,24/08,70/0;0450/W42243:80/74:935,990738,70

$.0/:3W$.0/:385,333,8,085078438;8992094.:89420789/0,89920,4.,94388:0W494,4.,908,085078438920W$,082,3,07.422:3.,908948,085078432,47,.9;908,3/920,4.,9431470,.,.9;9W$,0850784370.47/8,.9:,9208503943;,74:8,.9;908147008W$,082,3,07,3/8,08507843/8.:88,3//0./04943.70,8092085039432,47,.9;908W425,308850.1.,34728147.:77039.:8942078-,80/438,08,3/57419549039,8,3/,84147574850.9;0.:8942078%20,3,02039%448%4054:98/08,0850450942,3,0907920011.039,3/574/:.9;0909448,;,,-0,70W90.06:520390,5945.425:9078,3/.0:,754308W38/08,085045094574;/0.07.,8:5547990.3.,8:55479,3/147574850.93,3/6:,13,890702,39390.425,3W:98/08,0850450.,39038503/24709200993247047/078-:/370,94385892,47.:8942078:98/08,085045097,;04:98/09047,38,943

$,08%07794708  8,089077947.438898410893,3/549039,.:8942078,8830/94,8,08507843 489.425,308,498,085045094047,5.907794708.43889341.:77039574850.9;0.:8942078

,47#0,843803019841$,08%07794708 3.70,802,709.:894207.4;07,0 439748030503808,3/920 3,-0-099070;,:,943418,08147.05071472,3.0 2574;0.:89420770,943858 3.70,808,08147.00110.9;03088 2574;08,08,3/574195071472,3.0

!74.0/:701470833$,08%07794708 $00.9,.43974:39 3/4.,943,3/549039,415708039,3/574850.9;0.:894207893.43974:398 0./0-,8.907794708-:83

Page 49: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 49/65

:/:52094/ 7 70,/432094/

.43974:398,047,5.,9077947,-,80 &330.088,705038;0147.438:207574/:.98

!74.0/:703:/:5094/ 0./0.:894207.,1706:03.08

,.:,90949,.:894207.,830,..43974:39 892,90474,/.,5,.941,8,08507843 ,09039,9;0907794708 0;04513,907794708 -0.9;089406:,8090474,/418,0850450

!74.0/:70370,/43094/ 892,90.425,38,08549039,147949,2,709 470.,898,08549039,1470,..43974:39 892,908,08;4:20050.90/17420,.8,08507843 ,09039,9;0907794708 0;04513,907794708 -0.9;089406:,808,08549039,41907794708

 8833$,085045094%07794708 $,08,3,0784:/.438/0794.7907,

#0,9;0,-9418,0850450 ,80/4300;,:,9431,.9478 !74/:.9340/02,709340/05,898,085071472,3.0.422:3.,94380388 $,085078438110.9;030883,%077947 0./0/-.425,7384.,.:9:7,,3/58.,.,7,.90789.841908,085078439948041909077947 -0.9;08942,9.8,0850784394909077947

,3,0203941%077947,4;07,0 920,3848,0850784384:/.4;0790,8830/8,089077947 93.:/0897009,88147,8,082,3,07

!,333011.03974:9081478,0850450 $.0/:38,08504508920 &839202,3,020399448

#4:93 #4:938,97,;05,3:80/-,8,085078431472,3.:894207.,83,9077947 0301984147#0,843814774:93

#0/:.943397,;0920,3/.489 2574;0203939077947.4;07,0

25479,3.04174:93/0503/84390,55.,943 ,9:704190574/:.925479,39147 %50414-8418,085045025479,39147/7;07.:28,085078434--:9.70,9;08034-300/8

,10-074:905,3 !74.0/:70147$0993:5,#4:93!,3

/0391.:77039,3/574850.9;0.:894207843,90779472,5 ,8810,..:89420739420/:24748,08549039, 0./0.,1706:03.1470,..,8841.:8942078 :/74:905,3,74:3/4.,943841549039,.:8942078 425:90780/2,902,9.,24/08,70/0;0450/ 42243:80/74:935,990738,70

$.0/:3 $.0/:385,333,8,085078438;8992094.:89420789/0,89920,4.,94388:0 494,4.,908,085078438920

$,082,3,07.422:3.,908948,085078432,47,.9;908,3/920,4.,9431470,.,.9;9 $,0850784370.47/8,.9:,9208503943;,74:8,.9;908147008 $,082,3,07,3/8,08507843/8.:88,3//0./04943.70,8092085039432,47,.9;908

425,308850.1.,34728147.:77039.:8942078-,80/438,08,3/57419549039,8,3/,84147574850.9;0.:8942078

%20,3,02039%448 %4054:98/08,0850450942,3,0907920011.039,3/574/:.9;0909448,;,,-0,70

90.06:520390,5945.425:9078,3/.0:,754308

Page 50: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 50/65

38/08,085045094574;/0.07.,8:5547990.3.,8:55479,3/147574850.93,3/6:,13,890702,39390.425,3

:98/08,0850450.,39038503/24709200993247047/078-:/370,94385892,47.:8942078

:98/08,085045097,;04:98/09047,38,943

$ $!#%

$,0857424943

8,0857424943.43889841847990723.039;089403.4:7,05:7.,80478,041,574/:.947807;.093.:/08,/0,8847920394194488:.,8.4:5438.4390898.039411/0,8 5702:28,3/490783,92003.:8942078,7005480//,94,30,731390,24:3941 57424943,2088,082,32,709078,70/8.4;0739,9,/;07983,4308349034:94

24;0202-07841,9,7092,709949,0,.9438:.,809939029497,30574/:.93890,/2,709078,;00,730/9,99420099074,8902:89:80,//943,57424943,2094/83.43:3.9439,/;07983

9072,709078,;014:3/9,9.079,3.,7,.90789.8419079,7092,709082,-:9047,5.,/850780/47.,7,.90789.841907574/:.90.42502,0,/;07983,088,997,.9;0459434790802,709078-09907708:982,-04-9,30/:83490757424943,,5574,.08,3/2,0,/94/70.93,90757424943,8503/394343,/;07983574249438

3,90.48941,/;079832,/7;02,394800,9073,9;0407.48957424943,

90.36:08942009907574249434,8

$,0857424943/08.7-0857424943,2094/8:83850.,8479907290.36:08945078:,/0202-07841,9,7092,70994708543/47:3/079,0.079,3,.9;98,70,7/2,7090784110784209341;,:0949480708543/30307,390147241407.48941430785147, 5:7.,80/574/:.904075:7.,8057.02430-,.47903.:84341,//943,;,:0,//0/2,907,08420932470147908,2057.0

$,08574249438,7041903.431:80/9,/;0798347389,3.0,900;843,/;0798020392039433,.439089,,7/3330789,170097594,,7--0,38,3/2,;090.43908990,550,7,3.041,/;07983090/0;0741902,7090782088,0974:

900;84320/,8.079,3,-00/,8,/;07983,98.439,30/3902088,03,2090.4390898.438/070/,8,0857424943%01,.94789,9/893:8-090039094 57424943,,5574,.08,70

090790574249433;4;08,84799072;,:0574548943090.439089843411070/147,290/5074/41920,3/

90.:8942072:8950714728420,.9;9347/0794-00-09470.0;090;,:0 5745489430.:8942072:8903907.439089

Page 51: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 51/65

%03.:84341,923.43897,39,3/,3,.9;9706:702039,70,2,78418,08 57424943

$,08574249438,70:80/-,/07,304147,3,94383-4990.438:207,3/-:830882,709894:901706:03.,3/8503/30;08,702:.70,907147.438:207574/:.98

2,709078300892,90-90!7424943,7093884.,9438:08989,9390&$,4308503/3438,08574249430.00/89,941,/;07983

$,08574249438,944:80/94,.0;0248941901;02,4757424943,4-0.9;08/8.:880/390!74249430.84389:947,

O °�9nf°¾¾f¾f¾½¯°n°¾f���n°

½¾°�n¾¯¾½n¾��¾¯f°nf°¾f¾½¯°fn¯½°°¾

°f¾f�¾�°½n°n°°ff¾½f���

½nff°¾¾¾f¾f¾½¯°n°¾½¾¾¾¾fff°f��

nf½°�n¾¯°�¯f°f¯�½¾½¯°°¾f¾f¾

½¯°nf°fnf¾f°��nn¾¯°�¯f°�f°�%¾f¾f

�°f°nnf°°¾f¾½f��½¯f°���¾

O f°�°¾,f¾�°f¾f¾½¯°¾f��n°nf°�°¾°

f½n°�fnnf°�°¾¾�°n°¾¯¾¯½f°¾�¾f¾

½¯°°f°¾f°f½½f°�¾f¾½¯°¾nf°¾�°�nf°°nf¾

n¾¯f��nf¾°°¯f¾nf°¾¾¯ff½½fn¾¾

°¯�¾¾¾°¯½f°fnf°¾¾¯n¾¯¾

½°nf½nf¾f¾½¯°n°¾��½½°�n¾¯¾

½n¾��fn¾

O 9°�°�¯f°°f¾f¾½¯°n°¾f¾�°¯n¾¯¾

¾¯fn°f°ff¾¯½°�¯f°f°°f¾¯¾f¾½¯°¾��n¾¯¾fnn¾¾½n°�¯f°°¾f°nf½¯°¯ff

n¾¯¾f�f¾°°¾n���¾ff¾@¾�fnn¾¾¯f

°nn°�½n°�¯f°f¯f

O ¯f°�¯f°-°�°f½nff°¾¾¯¾¯½f°¾�

¾f¾½¯°¾¯f°n°°n°�n¾¯¾¯ff½nf¾½nf

½¯°¾¾½nf¾fn¾�°¾½n¾¯%�½n

n°nf°¯½¾¯f¾f¾

O °�n°�f°°nn¾¯¾f¯ff½nf¾¾f¾½¯°nf°¾

°nf�f°f½nf¾°�f°f¾f¾ff�½nf¾f%¾f

½�f¯¾,f°n¯½f°¾°n°�f°¾f°f¾¾f�

½�n¾¯¾¾½nf½¯°¾¾nf¾¯f¾½nff¾f°¾½¾½nn°¾fnf¾�¾

!73.508948,0857424943

Page 52: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 52/65

½¯°

°n¾f¯f©¯°¾¾n¯¯°nfn¾¯¾

¾f¾½¯°

fn¯½°°¯°�½¯°

¾f°°n°¯n°¾¯fn°

n°¾¯¾fffff¾°

f

n°¾¯¾¾f¾½¯°¾n¯fn°¾¯�°f¾�½n

f¾f¾½¯°¾n¾°°¯f¾¾½½��¾�¾¾

f¾�f¾¾¾½½

°°¾¯f¾¾¯ff°f��½¯½nn¾¯¾

©n¾�n°¾¯¾f¾½¯°

½n

½nf¾½n

¯�½n

f°�n¯½¾f°¾

°�n¯f°���¾

¾f¯½°�

¾¯ff°�½n¾�°n°¾¯f°nf�°nf�f¾

n¾¾��

f¾f¯½f¾f°½n%¾f¯½�f¾¯f�n°°

n½°¾

½°�¯¾f°fnf°°�¾¾nf¾fnf¾�°f��°¯

°¾f°¯½°

fn

¾nf°

½¯¯¾

Page 53: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 53/65

��¾¯nf°¾���ffn½nf¾f°°n¯°¾¯°�¾

fnn¾

n°¾¾f°¾½¾f¾

�°¾%¾��¾f°f¾%f�¾°¾½fn¾

f½�f¯¾

�°�

½n��

n½n�¯

@f¾f¾½¯°9D

n¾°°¯f¾

¯f°�fn¾

¾f¾

¾¾

¾½½°�°½n¾

½¯f°n°¾

f°¯¾°�¾�¾½fn

¾½½°�¾f¾f°¾

¯f½n¾¯f

¾°�¯f¾f

f�f¾°�f¾

°nf�°�f¾½¯f°¾

9½°�¾f¾

°�ff°n

½nn°°¯nf°¾½nf¾°�f¯¯½°nf�¾f¾¯

¾°�ff°n

�¾½ff¾½f½¾°¾fnn¯¯ff°½n�n¾

Page 54: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 54/65

°n°½�f¯¾

¾�°°nf¾¾f¾½n�¾f¾f¾¾nf¾ff

nf¾¾¾f°°�¾½¾

¾f¾n°¾

¾½��¯°

½°�½nf¾¯ff¾

n½ff¾°�

n½ff¾°�

¯f°�fn¾f°f¾�½f¾°�f°¾fn¾

Page 55: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 55/65

8,08574249435747,220

:300930700.8,30,25041,8016:/,935742494347

0,2501,4,141-70,/857.0/,9,3/.489.0398942,3:1,.9:7014:80941474:,70893574190850.,190708,.47708543/33.70,8038,08%88343,8,!#&8,08574249439,.9.

-:894207#0,94385,3,02039# 3.039;088:.,8-43:854398472430411.4:5438%070,702,30,250841#1742-,38948:5072,7098

.020/,0-8908,3/24-0543089,98:55479,8,0857424943470,250390&390/ 3/42089057390/3/;/:,.4/0843 % %5,.,3070-,.438:2074:/0390790.4/0394,/3,2.0-89094800190,/43,570438:2078.4:/,84909.4/08;,90724-05430894908,200110.9

/07.,3/83,//94388:.,8/:25-385439418,02,907,8,3/574/:.9/0243897,9438

7001980$:-,,;0,,,.,7/9885,.0814789.07890,.8,3/. 5:7.,803.090.,7/,81:90.438:207,8;03,17008,3/.

18.4:390/57.080:/09,7308:.,8,809,3/#,3,702,907.:8942078990,9089457.0/0,843.030198,70700,80/47,//943,/0893,9438,70,334:3.0/

439574249438-09003-7,3/8430/-,.425,3479,34907.425,38-7,3/8470,2501,89144/7089,:7,398419037:38,0857424943807094870,9394,850.1.24;0700,80,70;03,,95742490/20,8

7008,2508,,8,25309,89341144/,3//73,98,2535439838:5072,7098470,250#0/:,.,1103,90/1/73,8;03,,94549039,.438:2078,98:5072,709838970098,3/,95097489,9438-,57424943890,2

'4:.078,3/.4:543841903800333085,5078,3/2,,308435,.8

425099438,3/570/7,8 33085,50782,,3084390%',3/7,/443%0

3907309,3/435,.8

,:8070,90/,3/1,797,/0574/:.989,97,802430147.,7908,3/9008804111,72078,3/574/:.078,70-0.4232470545:,7

3,3.0/0,81470,25013,3.04;070,7843800.90/;0.08

Page 56: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 56/65

,341900,2508,-4;0,7014.:80/:543.438:2078439147099,9574249438.,3-0,20/,9408,08,3//897-:9478,80%080,70343,8%7,/0$,08!74249438,2508070293.:/0439574249438-09003,2,3:1,.9:707,3/,/897-:9478,08 574249430,1098,3/49072,907,88:.,8%8798,3/3.039;08147/897-:9478,08 50450,3/907709,.0398

`W\_`[^WS`WSaUUW__Xa^[[`[Z

$9050;045!7424943,3$890270,90,57424943,14/079,93.:/08,414:75,8957424943,/70.92,50.0870,90,34907147,/;079839,9,8,8:..0881:97,.70.47/70,90,97/14/07147334;,9;02,7093897,90089,9.,9.4:7,9903943174249073/:89708034:,7070,/94.70,904:74357424943,.,03/,74:,;0,1388902&41574;03,3/334;,9;0/0,894054:-7,389472

$905;,:,903/7,38947249,94:,;0,.40.94341/0,894-7,38947217424:.,34-,.,3/0;,:,900,.43084:0;,:,905,8957424943,/0,85,,99039439490/74;097,11.944:7-:83088840;,:,90,9//34947849,94:/4392,094808,20289,08,80.43/920 $42092084:7-08957424943/0,81,825-0.,:80900700/4390743/,479074324399,990,/:8939.4:/-0,33079080.43/920,74:3/

$9050;0454:7$97,90.!,3%4-08:..0881:3709,4:2:895,357424943,0;03981,73,/;,3.0!,3942502039,&4185742494385070,7%,98232:203 ,/2709,894708,82502039384209504157424943,0;0390;072439%880,8034:,;0,897,90.5,335,.04:2:890057023/3.:894207894.420-,.944:789470%03:2-0743070,843.:8942078/439709:73944:920,3/920,,38-0.,:804:,490294#%,-4:94:0057023/3902,3/099020.90/,-4:984553,94:789470247041903

$9053;4;04:7%0,2 19074:,;04:930/4:757424943,/0,8147900,74/,89,112009394/8.:88902 $,704:7/0,843,,70.,03/,7-4,7/,3/094:790,2349,94:,70! 1478:..08884:789,11948,70907.70,9;0/0,8944 $098,084,81470,.57424943,3/41107,-43:870,7/940,.8,085078439,970,.089074,83.04:790,2-:83944:757424943,5,3890&394$2470.:894207843,9903/3944!,394,;0034:89,1143,3/942,0900;0397:30110.9;0

$905!,3:9%009,8;,:,904:7-08957424943,/,8,3/24398$00.9/,8,3/243989,94:/7;090248997,11.944:789470!,34:9,90/09,841900;0390,;0349394.,3.0%024704:5,34:990/09,8,3/8890204:70;0398900,807,3/24708:..0881:90-0

$905#0807;03/083/;07983!,34:7,/;07983,3//70.92,03,/;,3.0:/0.902039147900;039-10,9:7390-03019841,9903/370,90,.,94% %04:7.:8942078%#,3/11078479/0,/30854071:411078,3/:,7,3900899009

$905439,.9%00/,14:,705:99343,.,790;039.439,.99020/,03,/;,3.0 $03/,57088700,80,-4:9900;039,3/,89020/,94,9903/%090244:70;039-0301990.422:39478,70/09,8,-4:9,.,:80%,04:74354948,9900;039,80,3/803/902,439,144:557088700,80

Page 57: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 57/65

,25003.40.93:80/.493/43,943817422.:8942078 411070/902,/8.4:391470,.90241.49390-74:93949089470%00;039,8848:..0881:9,90,/,97:.4,/41.490894/43,909490-,99070/4203880907094454948419089,114,/39097:.%057088700,80,3/5494870,7/0/:89943841#20/,0548:7014724398,1907900;039

$90570,909903943099370.9,$

503/507.039414:7920793,#%0,/309,98

%#

4:2:89907,99039436:.-014704:7/70.92,09897,80/,04:741107,3/0;039840.939,9997078,#$$390.:894207823/49029493,-4:9,990-02883190/439,9903/

$9050;045!74249438,80/74:3/%020 14:,399489,3/4:9174290.425099434:2:89-0 #%%024704:.43147294-000;07430080900888:..0881:4:-070,901:30;0398,74:3/:36:04/,8!742490034:7.42509943834957424934:70;039/408349,;094-0, $ %070,7049841,894574249094:9;39089470,,,04:70;0398842:.1:39,94:7.:894207857424904:-,.947/4124:9,/;07983

,250302439.70,90/,347039,9020/0;039:73909700/,0;039 807;0/3080

144/147:3.,3//0.47,90/9089470,..47/3944:79020:0-4411479:30.4408,85,.0/4390.4:3907,..439,30/,17001947/8.4:391479:30%0/70.92,3;9,943,880394:93,347039,.495:780944:703970/,9,-,80 9,81:3948004:7.:8942078.,773,74:3/9,9990.495:78024398,1907900;039

$905!,33%3.70,8047$50.,;03984:/4:,3994.70,90247057424943,0;0398%40054:78947034:7.:894207823/,3/94#$$ !#%$%07014704:2:893.70,804:7450394-:,3/3;0893,//943,3;03947005;34:7.:8942078247070,843894.420-,.94&920,3/920,,3

!7424943

,709078,;0,9907/8548,14:72,472094/84157424943%,039409079080.4257809057424943239880.943,-,8./013943410,.2094/8411070/039030980.943,.425,7843410,.2094/-,80/4390.,7,.90789.841574249438 57080390/

O /;079833;4;08343507843,24895,/57424943841903:832,8820/,4:909894/0;07902,7090782088,008947.,,/;07983,83;4;0/430,.422:3.,9439990100/-,.455479:3914790.:894207050703.390,/;07980203990,/;03941.425:90790.344,3/35,79.:,7903907309,83.70,80/904594389,9,4.:894207894574;/06:.100/-,.

O

$,08!74249433;4;0890:8041850.,8479907290.36:08419033901472413.039;089403.4:7,0.:894207894708543/47:3/079,08420,.9;947389,3.090:8041709,.4:54389057,943/,908706:708.:894207894,.90903.039;0889;,/

O !:-.#0,9438847010770/94,85:-.9989504157424943:80897/5,7984:7.08,3/5,79.:,79030820/,9441107,1,;47,-020394341902,709078.425,347574/:.994:9/70.95,203994905:-807419031472,943

Page 58: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 58/65

O !07843,$038903,20250898147241574249433;4;08507843,.439,.9 -09003.425,3705708039,9;08,3/94804,;0,74035:7.,80/0.843802,090/0.8438:.,8.438:207847,;0,331:03.043,/0.8438:.,8202-07841,.425,3-:3.039071903984..:781,.0941,.047;,900543094:300790.34408,498944..:74330;,;/04.4310703.347909.,9

O !7424943$:22,7%,-0O %09,-0-04.425,7080,.41905742494324594384390090 57424943,.,7,.90789.8%08:22,784:/-0;00/43,8,0307,:/083.0 5742494390.36:08,70.4393:,0;4;3,3/40,.90.36:08.425,70/43,.,7,.90789.88:-0.994.,30

,7,.90789.8 /;07983$,08

!7424943

!:-.

#0,9438

!07843,

$03

70.90/4;07,0 2,889,7090/ 2,889,7090/ 2,88 9,7090/

088,04 43094, 43094, 430, 94,

!,20394/0  5,/290/3435,/

 5,/ 3435,/ 5,/

3907,.943%50 343507843, 507843,343507843,

343507843, 507843,

02,3/$92:,943 ,3 6:. ,3 6:.

088,043974 44/ 44/ 5447 ;0744/

088,070/-9 420/:2 420/:2 20/:2

48941!7424943!4!%',708!',708

!0/:2!%',708!',708

!430!%430!430

!!%!

!74249434.0425,388:08

914:757424943,2094/894.448017424/408902,70907/0907230.430894:80%0800.943.,3-0.425.,90/-.425,3,3/2,7093/0.84388:08425,388:089,9,110.990.4.04157424943,2094/3.:/0

O !7424943,-0.9;080/8.:880/9070,7080;07,/11070394-0.9;08,2,709072,5:78:0990757424943,897,90,.9504157424943411078/1107039,/;,39,0839072841053902,7090770,.9074-0.9;0847389,3.0

1904-0.9;041,8419,702,3:1,.9:70789409.:89420789497,574/:.990:80418,08574249438:.,8411073908419,703,1700/434,/,-014722,0/ -09907708:989,35742493974:3907309,/;07983

O ;,,-941#084:7.08%0,24:39412430,3/49077084:7.089,9.,3-0/70.90/9457424943,110.98902,709078.4.04157424943,2094/8,7090789,7057424943,-:/0982,-0,-0948570,/8503/3,243,5742494345943802,7090789290/1:3/82:89-02470800.9;043905742494390.36:0890:80

Page 59: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 59/65

O 425,3!4845$420.425,308144,548459,9/.9,9080702489 57424943,8503/34..:7847389,3.08420.425,30814490,5574,.9,9, 5742494384:/-0/430974:8,085045004907.425,3085701079414.:8,990394343574/:.9/0;0452039,3/45047/4124:9.422:3.,943-8,9810/.:894207805894.70,9039070893907574/:.9

!74249434.0,709388:08

,709388:089,9,110.990.4.04157424943,2094/3.:/0

O @f�,f¾°¯�½nn¾¯nffn¾n¾nf½¯°¾

¯°ffn¾n¾¾nf¾¾nf°f°½�f�¯f¾f��n

¯fn¯¯°nf¾n¾¯¾°¾f°n�f¾¯f¯f¾°�¾°¾¾

¯f¾n¾¯¾¾½¾¯f½°¾f¾f¾�n¾¾

¾°�f¾°�

O 9n��°½n¾��°½¯°ff½½fn¾n°¾¯

¯f½n¾�f°�°n°°°nf°¾½½°��¾nf�¾f¾¯f¾¾¯f½¯°ff½½fn¾�°¾½nf�¾f¾

½¾°f¾°�@¾½n¾ffn¯½f°fn¾¯¾°¯

¯ff½nf¾n¾°¯f½¾°f¾°�ff°f¾°�@¾¾�°

nf¾½n¾f�¾°¾¾¯f°ff¾�¾n¾¾°

,f°f�°�9n¾ff°f¾°@9f°,f°�9f°°°�f

½n¾½f¾¾���°¾f�¾°9n�n¾f½n¯¾�

¾¾f�¾½n¾�¯ff°f¾½¯°f©n¾nf°�@¾

f¾��°½¯°f¯n¾°¾�¯°¾f�°

O ¾°,f°��f°f°¾¾°��nf°°½f°¾nf°fn�°f

n¾¯n¾°�f½½¯°¾f�°n¾°�f½¾½¯°f

¾f�@½¾f�¾¾°f¯¾°nnf¾¯f°�f½n½¯°�

n�°fn¾¯°½¾f°¾°½n½½¯

½n�¾°nf°°@¾f½½fnnf°¾°nf°°½f°¾f

¾f°f¾n°�f½n°¾¾ff¾¾�¾��n°n¾¯°¾@

½¾¾f�¾¾½¯°°nf�nf°°½f°¾¾nf°½¯½n

n¾¯¾@f¾f��°�°n°¾nf°°¯¯¾¯f¾

°nf�°�½f°¾%�¾f¾f¾½¾½n°nf°°

f°°n¾¯#¾f°¾,¾f�n°¾¯½n¾n¯½f°¾¾f½½fn¾

¾¯f�¯¯f�°°f½½fn¾

O 9n@�½n�f½n¯f¯f°°�f�°

½¾°f½¯°n¯½f½n½n¾fnf°¯f¾°�¯f¾¾

½¯°

Page 60: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 60/65

&

,3,02039418,08147.0

3974/:.943

.425,388,08147.0.438898419889,11418,0850450%074041908,08147.0/0503/894,,7009039430907,.425,38803/70.994.438:207847944907-:83088083.438:2078,08908,08147.0895.,.43.0730/82599,3,3/.48347/078%0808,0850450,703497085438-0147.70,93/02,3/14790574/:.983.0/02,3/14790 574/:.9,8,70,/-003.70,90/-,/;07983,3/57424943%02,574;/090.438:20798420574/:.931472,943-:93/;/:,83;4;0/3.438:2078,08,7041903349.43.0730/92,39,33439072.:89420770,943858,250841.438:2078,08147.083.:/0,:9424-08,085078438,3/908,0889,11814:3/3,;,70941709,894708

%08,08147.09,0843,.425090/11070397403-:8308894-:830888,083/:897,8,08

147.081470,2502,-0706:70/945071472,;,709411:3.9438%0802,3.:/0 574850.9314730.:8942078,3/6:,130,/805,33490.425,38,3/,998 574/:.98.,3/4.48347/0783049,9357.08807;.3,..4:398,9073.425099;0,3/2,70931472,943,3/,4.,93574/:.98/:739208418479,08

9390-:8308894-:830882,709,/893.943.,3-02,/0-0900380394709,0783/:897,8,08,3/4907950841-:8308894-:830888,08,3/2,7093%0.43.0738,3/,.9;90841908,08147.0903/94;,730,.95041-:830882,709,990,;03.4224340;07890/087041908,08147.094089,-8,43907270,9438590,.4198.:8942078,3/94574;/0807;.03,;,70941,8

380394709,0781470,250908,08147.08349.43.0730/9.70,93/02,3/$3.0.438:207/02,3/82470,1:3.94341,/;07983,3/57424943908,08147.082470.43.0730/94-9,3380185,.0390709,07889470%08,08147.02,,84,990259944-9,32470574249438:55479174290709,07%08,08147.070084384589.,90/2,7093/,9,942,0,.43;3.35708039,9439490709,07347/0794,.0;0988,08,3/2,70934-0.9;08

%0,70898,08147.08,703;4;0/33/:897,8033,;07,03/:897,10/8,08147.07,30838017429450450,3/87085438-0147803974:4:990&390/$9,908%08,08147.02,-047,30/,74:3/97,/943,047,5.90779470847,74:3/850.1..:89420782,7098,3/574/:.9830110.9;08,08147.0.438898413/;/:,84.,370,90

094/0.8432,078,3/0590284;0907574-0288,082,3,07478:507;84795.,574;/08908,08147.09:/,3.0,3//8.5309390.425,3908,08147.02,70.0;08:55479390147241850.,0/97,3390.3.,-,.:538/08,0889,11,3/574/:.9907,9:7070.92,,3/49079508412,70930114798.,3-002540/94 574;/0908,08147.096:,10/0,/8

370.0390,78.4898,884.,90/92,3830-:8308894-:830883/:897,8,08.,8,;07803/7,2,9.,8,.43806:03.02,3-:8308808,;070/4:-0/9070114798942,0

Page 61: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 61/65

8:709,990099024895488-0011.03.4:9419078,08147.0-05,3/39079077947083.70,83907/:90809.

$,082,3,078,3/8:507;8478.,320,8:7090011.03.419078,08147.0:8380;07,.7907,%0803.:/090,;07,03:2-07418,08.,85078,08507843507/,90,;07,0

8,08.,920507.439,.990,;07,070;03:0,3/.4895078,08.,90039079,32039.4895078,08.,,3/90507.039,04147/0785078,08.,8%08,08147.0.,3,84-00;,:,90/3907284142,330.:8942078070,.6:70/,3/42,3.:8942078070489/:73,850.1.5074/%005038041,8,08147.0.,3-020,8:70/-2439473908,08147.0948,087,94478,08147.0.489,8,507.039,041949,8,08

&838:..7907,940;,:,90900110.9;0308841908,08147.0,48.425,308942,0,/:8920398942574;098011.03.1908,08147.08.,343.:8942078944419031470,25092,-05488-09470/:.0908041908,08147.01908,08147.08807;.3.:8942078,80,88039490292,-05488-09481990807;.01:3.943944075,/ 50784330

33/:897,,3/4907-:8308894-:830888,08908,08147.07057080398,03-09003902,3:1,.9:707,3/90-:07%08,08147.08419033;4;0/380390.3.,,55.,9438,3/2:8947980;07,/1107039.439,.9893,.:894207847,3,9433/:897,8,0850450903/43,;07,094-0-099070/:.,90/9,3907.438:207.4:39075,798,3/94-0 -099075,/40;07907.489,8,507.039,0418,0884079,33.438:2078,08-0.,:803/:897,,3/-:8308894-:830888,080307,3;4;0079.09902847,,707;4:204144/8,3/807;.08

%08,08147.02,-0.425038,90/3430419700,8897,98,,7897,9.422884347,.42-3,943418,,75:8.4228843%02,4794194/,8-:8308808:90,

.42-3,943418,,75:8.422884394.425038,909078,08147.08,3/1007.425,308 -,80/9078,08147.0.425038,94343897,9.42288439,550,789,9,8,507.039,041,8,08147.0890:8041897,98,,708702,38.4389,39,90;0795041.425038,943889028:80/147908,08147.09025479,39.438/07,94389,990.425038,943,/06:,90249;,908908,08147.094507147298-089

9¾°¾¾½°¾�¾°�½n¾¾n¾fnn°fnn¾¯f¾�n

¯¯¾¯f½ff�¾ff�f¾¾�¾f¾¯¯fnf¾¯ff¾¾ff½¾

n¯¯¾¾°¾nfnff¾f½n°f��°¾-°n¯¯¾¾°¾f¾�n¾f

f½½½f°¾°�¾°¯°�ff¯�°f¾°¾f°

¯°�¾f¾nnf¯½¾¯n¯½°¾f¾n¾¯f¾ff¾�

���½¾½n¾¾f¾½½¯f�¯¯½¾�¾¯f

°½°°°°n¾f�°¾,¯�¾f¾�nff¾¾�°f¾f¾f¯f

¾�¯°n¾°°n¾��f½n¯f¾�¯°¾½n½n°¾

¾½n�nn¾¯¾½¾½

$,08,3,07#085438-908

Page 62: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 62/65

..4:39,-9,8078,/9,3/4303440;070982507,9;094005

4:4-,3/24;0:590.47547,90,//074:,;0949903:2-07830,807,

949903:2-0789,3:8954:3/3434:790,28949,5394507843,249;,943

050,.90,2202-07/01300.93507843,4,89,9.70,90.42292039,3/

/0870%03,88890,.3/;/:,38003490.425,3.,3-0,507843,

;0.094,.0;0907507843,4,8:/,.4;03,39944/0,.5078439490

1:3/,2039,,.9;9089,9574/:.0708:98-733902.48079490743507843,

4,83.09,98,..42580/0,;0,97:05,79307850981,.0992,349

-00;074304,944714790.425,31470;078409813/4:9,990,39

05902099,3/,843,84:0590290054:

4,.322438439070,9.4,.570;4:841908,/.4,.08

 4-89405490785071472,9,070;09,390.,3-90280;08.4,.

8706:70/9409504504:941907.4214794304,.0813/,,9400590

90,238570/$42092089894:4;0842092089803.4:7,0203984209208900539014.:8.0,7.4,.80900,/0741,347.0897,03484

0;073897:203985,0/,3/,90,.5,7988:55480/94-0%030-7389,

940907147,3,08420,3/06:8905071472,3.0

49;,9433,50710.947/8,0850450,70249;,90/:998,393450710.9

47/,3/8,0850450/0,92470700.943,3/30,9;99,3,34907

574108843$498.79.,9,990$,08,3,07-080389;0940,.90,2202-07

9073907,.943890,.4907907507843,10,3/,9870,4343

:3/07908:71,.0$,0850450,70249;,90/-2,3/1107039938:89,8,3

490774:500;094734924898,0850450,70349,82430249;,90/,80;0743043904:98/02,93,;014:3/9,9.42509943,3/70.43943,70

-07249;,94783/90341.4:780#9204118,,844/944

!70,3/!4897013304190248925479,39938,8,082,3,07.,3/48

9405908,085078430,7390790884314720,.80389:,94319030

/7,.43.:843817420;03989,980024.,40;070,349,92,341

9480.43.:8438,703.4770.9,3/9038,08504502,0908,20289,04;07,3/

4;07,,334907574-028.,33946:.4898,0850450,70.70,9;0,3/

.4393:094.,30842093/:094,30;0393890,/09844,95,990738,3/

/0130907449.,:8041904:9.4203890,/41,8395.,6:0894389,9094:95.,,38078/0130901:3/,2039,88:0,3/14.:8439,9005,441,9

0;03989,05,.090,.8,08507843,3/44,9,/,5,99073%8

4743907903/4190574-02,3/98:8:,-09003900,78

:8908933,71048984490780389332,0,/:8920398,1907

0,.84940;07902470050703.08449071709700849897,3:,90

Page 63: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 63/65

90.03907,3/,/:8917429070

03570,3/5489-7013,86:0894389,9/013090.,:80394.,904708

43.059:,47%0.3.,.43.059:,88:020,38908,0850784330,9

94/4-:9//39-0.,:80418420/8.42147990.3.,88:08-,80/43901,.9

9,9908,08507843:89//3934,9900708:55480/9440,;0,

0884394,55949030980389:,943

:/3,$974307%0,2%820,3894,,8-044314789743078,0850450

94,//949089,11%0574-02070802489/05,7920398%02,307098

024943,3;4;0/,3/9-0.4208/11.:9947,/:,90343574/:.9;04720/4.70

8,087058$,0870.7:938,2:89%030,;094-0,-094/090723090

/110703.0-090039480434943.,380-:9%043,9497:-0

0110.9;099017897085438-90889430;07-00/489,0%043,94

30;07-00/489,0894,,8,;0,-03.47,494:%0398-738:59043-4,7/388:07,25:5,3/97,33%442:.945:939498-41478:70

40;0757428094/8.:889309

SZZZY`WSW_`^S`WYSZ

%45,3,30110.9;0$,08$97,9002:891789/0907230904,414:75,332489.,808904,-08420;,7,943414592390

708:984-9,30/-908,082,3,074790790,2308803.04:75,384://.9,90..:894207808503/,9,24:39419209

94099070,90894;07,709:7317424:79203;0892039

9908,084,/0130/02:89309/090723090/:7,9434792030147905,30503/3434:73/:897,3/2,709908,08

897,905,3/:7,9438;,7,9890793907;,1474:73/:897443,99080,843,9414:7-:83088901706:03.41

.,303.425,34,8,3/90920304::809420,8:708:..088944,8476:49,8,70,93894005323/03/090723390

/:7,94341905,334907939470202-0784:2,/09072309,9,824395,3890790399089:,943-:998/408349

20,39,94:4314.:8439824704390728,08897,908,08897,904198950,84300/943.47547,9024395,333

9,9748:59490824395,3,3/,/,5,39,97483949024395,394038:709,9089,14.:80/43904;07,4,70,3

908,08897,903949082,089890585488-02,092:.0,80794144,3/,41478479907220,8:702039418:..088

^WSW_U`b`W_SZZZY

!70$,08.9;908,80/8.:880/390,79.0,9$,08,3,078$4:/4,.,703907,390803574.088090

.42243-0013$,08,3,0203989,94:300/948503/247092039071,.394:7.:8942078,89024709204:8503/9

4:7.:89420747549039,.:89420790-099074:7,-994-:/, 70,94385,3/94:92,9020094:74,88:55480-0339071,.08430,940990708:98-:924898,087058,;0,9442,3.:894207894.,43%8802:89/0907230:517439.

.:894207808503/4:79209,3/42:.92008503/9902#0202-074:7920,3/90920414:790,28,290/

7084:7.0

 88,082,3,0780.,3054:78,08705814.:89070114798-80203934:7.:89420784850714723484:/-0

50714723-:9834948349/43-:8308894:94/,!:9934:7.:89420783949080-:.09805$,08,3,078,3/

$,08#05894/09072303494342:.920948503/9902-:9,84,99414.:8433909204:/48503/9902:.0

Page 64: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 64/65

.4,.35045080394.:894207843094:,.079,3709:73470;0415071472,3.0-,80/4390802039901,3 472470

31472,943434$,08,3,07884:/14.:89078,087058920,3/90709:7390.,3050.9

4.438/074:73/:897%4038:704:78,087058,705705,70/147903095,80.43/:.93, 425099473,888088039,%0

84:/-070,/35074/.,897,/05:-.,9438,3/89:/3705479844:78,08705834,99072,7098,70888,08

2,3,07898.7:.,9,9014.:84:790,28439,39092094,3,0907.42509943,9,70908970398,3/0,3088084190.425099478,3/4/49480.425,70944:78

3.04:,;090,380789490806:089438908,082,3,0784:/479908,08705948094,8147..:894207890

,99,.98243980/8.:880/4:29,;04:78,087058802039907.:8942078-574/:.3343574/:.3-:9,;090,-9

94/484,3/:3830/.:89420788939080.:89420784:9,3//09072330394.,43902,74,/2,58.70,90/9,9908,08

7058.,3144,3/9,9908,082,3,078.,3.4,.94070/4080,..:8942071,4390 #0,94385:7;03439805

94/0907230441903908,0870584:/;89,3/,9,5574,.9084:/9,01742,70,94385507850.9;0

SZZZY`[WUa`W`WSW

49,94:,3/4:78,087058,;0/0907230/494.,4398920945705,70147908,08.,!705,7,94320,38948096:,9,9;04-0.9;086:,399,9;04,8,3/945747904-0.9;084,8,3/9,888,8,082,3074:2:89038:704:78,087055705,70814790

8,08.,,3/8.0,7439074-0.9;0490:8090/,9,90,;0,9070/43903/:897.42509943,3/4390.:8942073

90.,%42,08:70904,8.0,703.4:7,3908,0870594790,34-0.9;0479414790.,0590270202-0790714.:8

4:84:/,848970883904-0.9;09,9908,0870584:/,,8979409,33-495,790884:/098420934:94190

3907,.94381907793904-0.9;0814790.,908,0870584:/790/4390574.088479,3543989,90594200990

4-0.9;0%3,-4:9904-0.943890,700940,7,3/059025705,70944;07.4209080574794902-037,80/-90

.:8942070304;07.4204-0.943857479490.:894207-733902:54:78,087058,;090:5507,3/,3/31:03.3-0.4208

0,80744:934:,70974:5705,7349:89094:,;079903/434-0.9;0814790.,,3/4:930/4:7574.08847

9,35439809790/4390-030194720,8:7,-04:9.420174290.,/4984:,80.,:80,8,8,082,3,074:

300/94-0,-0940;,:,9090.,,190798.425090,3/94:/0908,08705974:,9039047,9.4:/,;0430-09907

3,905,79418,080,09000.:94341908,08897,905,3472,3908,08.,1907,905,333,3/5705,7,9434:7

8,0870584:/100;0744/,-4:990.,%0.79.,5,99400.:9438:3/0789,3/390 70,94385990.:894207 ,3/94:80

9032,390.,84,80;0/8.:880/908,0870584:/0;07,090789703988:.,83/:897340/0,3/.,59,043

455479:3908-574;/384:9438 3,0;07,09070,9438594-:/.438038:8,3/,3.42292039

[_`SWZS__SZZZY

:89034:94:94:070974:0099490,895479434190574.088478,08897,90900;,:,94344:78,0870589,0

920940;,:,909078,08.,844:,8908,082,3,078503/9209902/43908,204898,0870585439949003/

708:9418,047348,0,8,90,3,889,9830.088,7%,98.079,38905430-:99070,10247093894.438/07-014700.,9/4309,39092094/4.:2039,90390,3/,84,9//39-49908,082,3,07,3/908,08705,;08420.43.7090

0,7338,3/-08957,.9.08147309920%82,10004;07-:9441903,;04:80034:78,08705889053908,20409,

.:894207920,3/,,3$3.024898,087058,;01,79442,3.:894207894.,4398/11.:99470202-07,414:73907,.9438,3/

,9470/%88$,08,3,0782:8903.4:7,00053/09,0/!489$,03,8834908%8038:709,990,,8,;0,

8947419073907,.9438,99071307958

Page 65: t.b.on Sales Force Management

8/3/2019 t.b.on Sales Force Management

http://slidepdf.com/reader/full/tbon-sales-force-management 65/65

3,0,84,399470,3,0908020390,..:8942071,83/9024;0.:89420781742343574/:.394574/:.370,3

.:8942078574/:.32470190,38078084734,;39080,38078,4908,08705943.47547,909070,7338394

9078,08897,905,3,3/5705,7014790309/,0047243934:7!70$,0.9;908

%,.9.8

$,082,3,078903/94-0;07.,030/390,70,419,.9.8%070,7094;,70908418,082,3,078

%480407070,98,085045090,;090,-99470.4308.03,74807090,;0-0039070,3//4309,9-:99078:..088394808.03,74841903,/247094/499029,39079,.9.8%0708,:0/110703.0-090038,3%88,94://4,8455480/948,3070,709092090890/97,38107,-09,.9.894:8039889:,9430987405,

%480407034970,98,0850450%0,;0/11.:9

O 70.433908.03,7480709,.9.82,0,/110703.0O /0391390799,.9.894:80O 7405,3940110.9;0/0243897,90907:80O 90,.3,8904O /03913088438O .70,935,3841,.943

%,.9.8,7090572,7340/0,3/050703.0.425430398418,08.4,.3,3/94:9,0,94182500110.9;0.:77039,3/97,38107,-08,089,.9.8,8,082,3,078,-994.4,.830:97,0/94:988,082,3,07.,3203947,3/897,90094807408,702470,557457,90147,'!41$,08$44/408,$,08,3,0748.,030/43%,.9.8/0;045908025479,3988

3045943894037438420.42570038;08,08,3/8,082,3,0203997,3307090025,88-0438,089,.9.8,3/8,08.4,.3

:0894308907/,80/9434100990$,0850798,8$90;0%,-,.$90;0,8,349074594308905:-80741902,%%$!747,2,9449,9703147.080110.9;08,08,3/50450881478:..0881:8,08,3/8,082,3,02039

 97/4594389470,8,08.4,.0$90;0480;0780/3-498,089,.9.8,3/8,082,3,02039.4,.3

$90;0,88:089438147-0.42324700110.9;0

0;045,34307852039,9,8970,908949,39092094-:/,-:83088 0,89:/03941,94:70/43398.,80-0,89:/039419,.9.8

#0803.1,,3/-4:3.0-,.94:96:993 %,0#085438-9147-499044/,3/90-,/4:9.4208