The Effect of Product Sales Quotas on Sales Force Productivity

Leon Winer

45 citations0/0 files storedJournal of Marketing Research

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Employee Performance and Motivation Accounting and Organizational Management Management Theory and Practice

Abstract

This article describes an actual controlled experiment to test the validity of the Davis-Farley sales compensation model. Results indicate that the implicit assumption of the model that salesmen seek to maximize income needs additional study.

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1971Allocating Sales Force Effort with Commissions and Quotas 1964An Optimal Plan for Salesmen's Compensation

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1975Sales Response as a Function of Territorial Potential and Sales Representative Workload 1997Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures 1991How sales quotas are developed 2007Innovative Sales Planning and Management: A Framework Proposition 1992Coordination of production and sales 1988Steuerung von Verkaufsaußendienstmitarbeitern mit Hilfe von Umsatzvorgaben 1978Sales persons' and managers' perceptions of work environment and job performance 1999A Model of Salespeople's Training Attitudes and Related Outcomes

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