International incentive
Article Abstract:
Research showed that companies with global operations performed better and grew faster than their US-based counterparts. A 10-year research project by the Conference Board of New York revealed that multinational companies outperformed their local counterparts in 17 of 20 industries studied. The Pacific Rim area saw an 11% increase in US manufacturing presence, but the European Community remained the largest market, with US manufacturers increasing to 72% of active firms in the area.
Publication Name: Small Business Reports
Subject: Business, general
ISSN: 0164-5382
Year: 1992
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Churning the middle
Article Abstract:
Sales managers generally overlook the middle level of salespeople in their effort to guide low performers and constantly drive top salesmen to produce. This level composes the bulk which could give a significant boost to company sales if properly harnessed. Pointers are presented to handle this group of sales employees. A three-point plan is suggested which includes setting short-term performance targets, emphasizing the sales qualification procedure and overseeing progress.
Publication Name: Small Business Reports
Subject: Business, general
ISSN: 0164-5382
Year: 1993
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