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)

The Select Advisory Board and the Northwest Regional Educational Laboratory project staff have analyzed and evaluated the need for reorganization in the district using the data, information, and organizational charts made available during the study. Recommended changes are appropriate because line and staff functions appear not to be accomplished…