Problems evaluating sales representative performance?: Try activity-based costing

Activity-based costing (ABC) offers a way to improve performance evaluation by providing estimates of the cost of satisfying sales terms to which a sales representative may agree, such as number of batches in which an order is produced and number of training hours provided to customer employees. It also provides estimates of the cost of resources that a sales representative may use while engaging in marketing activities, such as making sales calls and attending trade shows. Traditional costing, which assumes that costs only vary at the unit level, does not provide estimates of the costs of many of these terms and activities.     

Exploring export sales management practices in small- and medium-sized firms

We investigate key sales management aspects in relation to the export involvement stage of the firm. Specifically, an attempt is made to examine the presence of significant differences in export sales management control strategy, export sales organization design and export sales management behavioral attributes between ‘active’ and ‘committed’ exporting firms. We identify several differences among these exporter groups with the main conclusion being that the sales management function is more effectively organized and managed at advanced levels of export involvement. These findings are discussed in the light of existing knowledge, and various conclusions and research implications are also derived.     

Designing sales force satisfying selling positions: a conjoint measurement approach

To design selling positions that appeal to both new and incumbent salespersons, management needs to understand salespersons' preferences for job characteristics. The study reported here exemplifies an effort to operationalize salespersons' preferences for job and task characteristics that takes account of both career stage and gender. Findings indicate that salespeople in the sample prefer salary-based compensation and that female salespeople prefer sales jobs that are fixed in location.     

浅议油田设备采购管理

阐述了油田设备采购的重要性，分析了油田设备采购的特点、现状以及存在的问题，提出了加强和完善设备采购管理的措施。指出，在招标采购中，一是要制定好详细的设备技术参数，二是制定好招标文件，三是制定好评标办法及标准。     

石油企业HSE/OSH体系管理"十六法"

系统阐述了采油二处建立与运行HSE和OSH管理体系起步阶段、初步运行、全面运行和运行提高四个阶段性工作的组织和实施．稳步并卓有成效的推进了HSE和OSH管理体系的全面建立和有效运行，形成了HSE和OSH管理体系建立、运行和提高的“16种科学实用的管理方法”。     

技术服务企业实施QHSE管理体系的探讨

QHSE管理体系是质量、健康、安全、环境为一体的管理模式。该管理体系的建立使企业内的职责和权限更明确、清晰．为企业节省了大量的审核时间及审核经费，为企业带来了经济效益。结合企业管理现状，通过对管理体系的具体分析．提出企业实施QHSE管理体系的几点建议。     

建筑企业如何开展人才管理

建筑企业实施人才管理十分重要，建筑企业是否成功，很重要的因素是企业经理是否具有丰富的领导才能，负责日常运营的企业管理是否具有高素质的“将才”，基层第一线生产是否成为冲锋陷阵的先锋。建筑企业必须切实制度好人才管理策略，建立健全人才储备库，善于控制人才，吸引高素质人才，并引入竞争机制，优胜劣汰。     

浅谈工程项目投资的全过程控制

章简述了工程项目投资全过程控制的原理，以及各阶段对工程项目投资控制所起的作用和控制的方法。在工程建设中投资控制应注意抓住投资决策控制和设计控制，它们是工程项目投资的全过程控制的关键性环节。     

建筑企业扁平化开放式现代管理模式研究

当代管理的一个重要特点是创新，为了实现创新建筑企业需要一个适应时代特点的全新企业化，即开放平等的气氛、高效的企业组织结构和团结协作的企业化，形成一个新的扁平化开放式现代管理模式。对传统管理模式和现代管理模式进行了比较。建筑企业采用扁平化开放式现代管理模式，企业效益必将得到极大地提高。     

新形势下高校房产管理改革的探讨

通过对高校后勤改革中存在的不足及工作偏差进行研究，分析了房产改革在高校后勤工作中的重要性和迫切性，指出了其中的纰漏和弊端，以及没有充分完善的地方。针对现有的弊端，提出了相应的一些解决办法和措施。高校房产管理改革重在提高房屋的使用效率及经济效益。