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How benchmarking goes wrong and how to do it right

How benchmarking goes wrong and how to do it right This producer of specialized industrial products with high margins was suffering from slow growth. So it benchmarked its sales effectiveness against four direct competitors, a noncompetitor in its industry, and one of the best sales forces in the nation. This case study also looks at implementation after three years. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Planning Review Emerald Publishing

How benchmarking goes wrong and how to do it right

Planning Review , Volume 21 (1): 48 – Jan 1, 1993

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0094-064X
DOI
10.1108/eb054394
Publisher site
See Article on Publisher Site

Abstract

This producer of specialized industrial products with high margins was suffering from slow growth. So it benchmarked its sales effectiveness against four direct competitors, a noncompetitor in its industry, and one of the best sales forces in the nation. This case study also looks at implementation after three years.

Journal

Planning ReviewEmerald Publishing

Published: Jan 1, 1993

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