Abstract
Salespeople are ideally positioned to benefit from the integration of Total Quality Management (TQM) principles into the sales function area. This article introduces the basic TQM principles and illustrates how they apply in a sales context. A model of how to manage the performance of salespersons within a TQM-oriented organization is also developed. This model draws upon the empowerment, performance evaluation, and reward and recognition processes. A discussion of how this model relates to established sales performance models follows. An applied illustration of this model that can be introduced into a sales situation closes the paper
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