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Sales Response as a Function of Territorial Potential and Sales Representative Workload
6 references·1 citing·31 second hop
Sales Response as a Function of Territorial Potential and Sales Representative Workload (1975)Sales Response as a Function of Territori…The Effect of Product Sales Quotas on Sales Force Productivity (1973)The Effect of Product Sales Q…An approach for determining criteria of sales performance. (1973)An approach for determining c…An Analytical Approach for Evaluating Sales Territory Performance (1972)An Analytical Approach for Ev…Experiences with a Sales Districting Model: Criteria and Implementation (1971)Experiences with a Sales Dist…Allocating Sales Force Effort with Commissions and Quotas (1971)Allocating Sales Force Effort…An Optimal Plan for Salesmen's Compensation (1964)An Optimal Plan for Salesmen'…Salesforce design with experience-based learning (2004)Salesforce design with experi…Nonpartisan Political Redistricting by Computer (1965)Optimal Political Districting by Implicit Enumeration Techniques (1970)Solving a large scale districting problem: a case report (1988)Districting Modeling with Exact Contiguity Constraints (2009)Operations management applied to home care services: Analysis of the districting problem (2012)Personality and ability factors in sales performance. (1962)Sales Force Management (1970)Corporate Culture and Sales Force Management in Japan and America (1987)Salesperson Failure: Definition, Determinants, and Outcomes (1994)Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance (1999)Motivation and Morale in Industry (1954)Performance as a function of motive strength and expectancy of goal-attainment. (1956)Externalities, Welfare, and the Theory of Games (1962)Setting Sales Quotas with Conjoint Analysis (1979)Evaluation of Salesforce Size and Productivity Through Efficient Frontier Benchmarking (1996)The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction (2013)Fundamentals of Queueing Theory. (1977)THE LEARNING CURVE: HISTORICAL REVIEW AND COMPREHENSIVE SURVEY (1979)Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)From Just in Time Manufacturing to On-Demand Services (2007)Balancing Agent Retention and Waiting Time in Service Platforms (2023)Motivational determinants of risk-taking behavior. (1957)An Empirical Approach to the Prisoners' Dilemma Game (1962)Salesmen's Response to Financial Incentives: An Empirical Study (1974)Models for Sales Management Decisions (2008)Sales persons' and managers' perceptions of work environment and job performance (1978)How sales quotas are developed (1991)Innovative Sales Planning and Management: A Framework Proposition (2007)Territory Sales Response (1979)Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis (1995)Evaluation of Selling Performance: A Study of Current Practices (2013)
this work references cited by second hop

References

  • 1971Experiences with a Sales Districting Model: Criteria and Implementation141 cited
  • 1972An Analytical Approach for Evaluating Sales Territory Performance69 cited
  • 1971Allocating Sales Force Effort with Commissions and Quotas57 cited
  • 1973An approach for determining criteria of sales performance.52 cited
  • 1973The Effect of Product Sales Quotas on Sales Force Productivity45 cited
  • 1964An Optimal Plan for Salesmen's Compensation38 cited

Cited by

  • 2004Salesforce design with experience-based learning20 cited

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