]<gj]<]<j<^]<]

W
K

? ? ? ?
K

W
K

F K
KE

J W
K -

K K K -

K -


]<gj]<]<j<^]<]

--

K

K

W
K -

W
K J

K J
K J

--

W
W
K
W
W

K K K K -

K
-

K WEF
W

K W J
K

W
J
K

K

W J
KK

W J

K
KEFE F

--

K W J

W
W

KEFW J
W J
K

W
J
K

--

FK

K E

W
E F
K

W
K K -

K KK

--

W
W

K W J
K K

KW J
K

KW J

KK

KW J
KW J

K
W J
K

W J
K{K

W J
K
K

E F

K
K
K

--

W
K -

K -

K -

K -

W
K

K
K
WK

EF

W
K

EF

F
E

--

W
K -

K K K -

WW

--

WW
K

K
W
K J
K J

K J

K J

J
K

WW
W
K -

K
WW

K
K

--

W
W
W

W J

W J
KK
K

W
W

E F

KK
W

W J
K

--

KK

J WK
K -

K -

K K -

K W J
K

K K -

KK -

KW J

W
J

- -

W J

W
K K -

K K -

K -

KEF

W
J

-

W J
K

W J
W
W K

- -

W KKK

W -

KKKKKKKKKK

- -

KKW

EFW

- -


]<gj]<]<j<^]<]

KJ

KJ
K J
K J

K -

KJ

- -

WW

K
W

K J

K J

KEFEF J
WW
W

W J

W J

W J
K

W J

K W J
K

FW

KE

- -

W J

W J
K

K


K

WW
W

W J

W J
KK

W J
K

E
FW J

W J

W J
K

- -

K
W J

W J
K

E FW J

WW
W
K J
K

J
K

K J

K J

K J
W
K

{{

- -

K
K

K
K

- -

WW
-

- -


]<gj]<]<j<^]<]

K
K

W
K

W
K -

K -

K -

- -

EF

E F

K
K

W
W

W J

K

W J
K
K

W J

E F

K
W J

E F

KK
- -

W J
E F

K
KK

K

E F
F

KE

W J
K

W
KK

- -

KWW

K

K

W J
EF

KK
W J

KE
- -

E FK

K

W J
K K

J J K
K

WWW

W J
K

KEF

W J

EF
K

K

W

KJ

- -

W
W
K
W

J
K

K J
K J

K
K J
W

K K -

K K

K

K

WW

K
K

K
K
K

K
- -

W
W

W J

K
K

W J
K

W J
K

W J
K

W J
K
K

- -

K
K

- -

W
W

K J

K J

J
K
K

J
K

KJ
K J

K -

K -

K -

KK K -

- -

W
W

K J
K J

WK
W

K

K

*
*

*
*

*
*

*
*

*
*

*
*

K
K

- -

*
*

*
*

*
*

* *

*
*

* *

*
*

*
* *

*
*

*
*

*
*

*
*

* *
*
*
* *

*
*
*

*
*
*

KK
K
*

* *
*
*
*
* *
*
*
*
*
*
*
* *

- -

* *
*
*
*
*
*
*
*
*
*
*
*
*
*
* *
*
*
*
*
*
**
*
*
*
*
*
*

W
K J
KKKKKK

J
K

KEF J
K J
K J

J
K
K

KJ
K

- -

KW

K W

W
-

- -


]<gj]<]<j<^]<]

EF

K
K

K E F
K

W
W

J
J
J

- -

W

-

K -

K K

KEF -

- -

K K

? ?W
K??

WW
W K E F

W K

KW K

K
W K
KEF

KW

K

K

K
K

- -

WW
W

W J

K

W J
K

W J
K

W
K -

K K

E F
K

K
K

W
W

K J

K J
K J

KEF J

- -

W
W

W J

W J

K
K

K W J
EF

W
W

W J
K

K

E F

K
- -

EFW J
K

W
K -

K -

K -

KEF K -

K -

- -

K
K

KK

ZZ

?
?K

KEF
W

WEF
K K K -

K W

E F K

K K - -

K K -

K K WW

KW J

KW J

W J
W

W
K

W
K -
K -

W
W J
K

W J
K

W J
WK
K -

K -

- -

W
W K

K K -

W J
K

W
K -

K -

K W

KJ

KJ

- -

K
W

K J

KEF J
K J

WW
W

K J

K K

WK
K -

K K

K -

K - -

W J
EF

KK
W

K -

KEF K W

KEF -

K K

EFJ
K

F
KE

W

FE F

KE
K J

W
- -

K K -

K KJ

WE
K -

K -

K -

K -

KEF

WEFW

W J

E
F
K

WK{

- -

Z{J {
{

KEHFZ
K{ZE{F{Z

K J

EFHZ
K

W
WW
K ZHHZ

KE FW
W

ZHH
- -

WW
EFHZ

KZEFHZ

- -

WW
KK
WJ

K
K

W
KHZ

KEFZ

KEFZ
KZ

J Z

J Z

- -

EF

EF

EF

EF

Z Z Z
K

- -

{ZZZZ

EFEF

J Z

{J Z

KZ
Z

KZ

K{Z

K
KHZ

K{ZEF{HZ

- -

W
J

KEF

KECFECFHKKHEFEFHEFEFHZ
KEF

KEF
KC

KEFEFHEFEFHZ

EF

EF

EF

- -

W
J J Z

FEFEFEFZ

EFEFEF

EEFEFEFZ
EFEFEF

KEFEFEF
W

EF EF

EF

Z Z Z Z Z Z

K
EFEFEFEFZ
EFEFEF

{Z
EFEFEFEFZ
EFEFEF

K{Z
- -

{ZEFE{FEFE{FJ Z

KEFEFHEFEFHZ

EFE{FHEFE{FH{Z

K{Z

- -

EF

K
G

K
EF
W
EF

- -

W
K

- -


]<gj]<]<j<^]<]

EF

K
W
K K

W
W

K J
K J

- -

KEFK

W
KK K -

K -

K K

W
W

K J
K J

K J
K J

WW

K
- -

KW
WK

W J
K

W
J

KK
F K
KE

W K

WJ
K

W J
K

W
K -

K -

K K KEFW

W
K -

K -

K K - -

K K
WW

K
W

WKW J
KW K

W KKK

W K

W
K
KW -

W K

W K

W J

- -

WW

WW

WKEF

K J

EF J
KEF

WW

K J

- -

K J
J

- -

EF

EF

KK

EF

KK

EF

EF

KK

EF

(1) Stanton, W & Buskirk, R., "Management of Sales Force", R. D. Irwin, Inc., 1987.
(2) Warren Keegan, S. Moriarty, Tom Doncan, Marketing, Prentice Hall, 1991.

- -

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW

EF
GOTEVOT appreciates the financial support provided by BAE SYSTEMS