Sales Response as a Function of Territorial Potential and Sales Representative Workload

Henry C. Lucas · Charles B. Weinberg · Kenneth W. Clowes

42 citations0/0 files storedJournal of Marketing Research

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Employee Performance and Motivation Consumer Retail Behavior Studies Forecasting Techniques and Applications

Abstract

The results of this study of sales response functions in the retail apparel industry indicate that territorial potential and sales representative's workload are important predictors of sales. The findings are used to derive a model to assist management in determining sales force size and evaluating sales performance.

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References

1971Experiences with a Sales Districting Model: Criteria and Implementation 1972An Analytical Approach for Evaluating Sales Territory Performance 1971Allocating Sales Force Effort with Commissions and Quotas 1973An approach for determining criteria of sales performance.1973The Effect of Product Sales Quotas on Sales Force Productivity 1964An Optimal Plan for Salesmen's Compensation

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