Usage of mystery shopper researches in sales representative performance evaluation: An application in xyz firm
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Abstract (EN)
In this thesis, Mystery Shopper Researches, which is one of the rising methods of performance evaluation of sales representatives, is examined. This study first focuses on the concepts of performance management system and performance evaluation, which have important places in today?s applications of human resources. Then, direct sales and sales force concepts are explained and the methods used in sales representatives performance eveluations are handled. In the application part of the study, a multinational firm which is using Mystery Shopper Researches as the way of evaluating its sales representatives performances, is presented in detail. Key Words: Performance Evaluation, Sales Representative, Mystery Shopping Researches.
Author
İnci Pınar Gürcü
Institution
Yıldız Technical University
İnsan Kaynakları Yönetimi Bilim Dalı
How to Cite
İnci Pınar Gürcü (Master Thesis). Usage of mystery shopper researches in sales representative performance evaluation: An application in xyz firm, 2007, Yıldız Technical University.
Keywords
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