The problem of increasing costs in acquiring sales can be met by training salespeople to become more effective and productive. An accountability system for salespeople and sales managers is presented based on the return on investment management formula, a combination which considers responsibilities, objectives, and indicators. (EC)

A management consultant writes about the need for developing good management personnel in business and industry, the value of delegation and accountability, and individual career counseling for the young manager. He states that important guidelines are clear corporate objectives and performance standards for each position. (MF)