The Sales Force Management Audit
提出销售队伍管理审计这一工具，用于评估企业的销售管理流程并建议改进，讨论了审计的执行者、时机和益处。
Industry is familiar with audits which focus on finances, human resources, operations and production, and marketing, but little interest has been shown in developing an audit to evaluate a firm's sales management process. This void is interesting in light of the large amount of financial and personal capital that organizations invest in their sales forces. A comprehensive, systematic, diagnostic, prescriptive tool to assess a firm's sales management process and to suggest needed changes would be helpful. The authors present such a tool—the sales force management audit—and discuss who should perform the audit, when it should be performed, and the benefits of the audit.