EVALUATING THE PERFORMANCE OF THE SALES FORCE ON KPI WITH THE DATA ENVELOPMENT ANALYSIS (DEA)

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MALEKAKHLAGH ESMAEIL; POUREISA ARMAN; NABIZADEH SAYYED ALI

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Journal: JOURNAL OF DEVELOPMENT & EVOLUTION MANAGEMENT Year:2016 | Volume:- | Issue:26 Page(s): 25-34

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Title

EVALUATING THE PERFORMANCE OF THE SALES FORCE ON KPI WITH THE DATA ENVELOPMENT ANALYSIS (DEA)

Author(s)

MALEKAKHLAGH ESMAEIL | POUREISA ARMAN | NABIZADEH SAYYED ALI | Issue Writer Certificate

Keywords

DATA ENVELOPMENT ANALYSISQ2

KPIQ2

PERFORMANCE EVALUATIONQ1

SALES PERFORMANCEQ2

Abstract

An important of performance measurement specified for organizations and already it is playing an important role in many of them. The current priority of organizations is ensure more favorable evaluation indicators to evaluate the performance of individuals. In the meantime sales force performance is crucial indicators and pulse key in competitive market and evaluating of it on KPI is important. One of the models of PERFORMANCE EVALUATION is DATA ENVELOPMENT ANALYSIS (DEA). The purpose of this study was to evaluate the performance of the sales force with the DEA. The population of this study is Kale Company of Amol and sample of this is 20 number chosen by simple random sampling of the employees of sales department. Input oriented CCR model of DEA models was chosen and WINGO SB and Excell software were used. The results show that unit of 4, 7, 14, 17 & 18 are efficient for sale. Also by using the AP model most efficient personnel were identified.

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APA: Copy

MALEKAKHLAGH, ESMAEIL, POUREISA, ARMAN, & NABIZADEH, SAYYED ALI. (2016). EVALUATING THE PERFORMANCE OF THE SALES FORCE ON KPI WITH THE DATA ENVELOPMENT ANALYSIS (DEA). JOURNAL OF DEVELOPMENT & EVOLUTION MANAGEMENT, -(26), 25-34. SID. https://sid.ir/paper/205899/en

Vancouver: Copy

MALEKAKHLAGH ESMAEIL, POUREISA ARMAN, NABIZADEH SAYYED ALI. EVALUATING THE PERFORMANCE OF THE SALES FORCE ON KPI WITH THE DATA ENVELOPMENT ANALYSIS (DEA). JOURNAL OF DEVELOPMENT & EVOLUTION MANAGEMENT[Internet]. 2016;-(26):25-34. Available from: https://sid.ir/paper/205899/en

IEEE: Copy

ESMAEIL MALEKAKHLAGH, ARMAN POUREISA, and SAYYED ALI NABIZADEH, “EVALUATING THE PERFORMANCE OF THE SALES FORCE ON KPI WITH THE DATA ENVELOPMENT ANALYSIS (DEA),” JOURNAL OF DEVELOPMENT & EVOLUTION MANAGEMENT, vol. -, no. 26, pp. 25–34, 2016, [Online]. Available: https://sid.ir/paper/205899/en

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