Administration of Sales Force Tasks under Field Conditions

Prof Rajagopal

No 2007-04-MKT, Marketing Working Papers from Tecnológico de Monterrey, Campus Ciudad de México

Abstract: There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of salespeople incorporates complex and often subjective assessments of the attributes of sales people. A balance of these implications provides strong support for laying controls and evaluating the performance of sales people in varied socio-cultural selling situations. This study has been conducted in Mexico with which discusses the impact of sales territory design and compensation to salespeople as predictors of performance of sales unit effectiveness.

Keywords: Sales force organization; selling behavior; task administration; sales performance evaluation; territory management; outcome performance; sales territory; compensation; sales unit effectiveness; organizational efficiency (search for similar items in EconPapers)
JEL-codes: C99 M12 M31 M52 M54 (search for similar items in EconPapers)
Date: 2007-08
References: Add references at CitEc
Citations:

Downloads: (external link)
http://alejandria.ccm.itesm.mx/egap/documentos/2007-04-MKT.pdf (application/pdf)
Our link check indicates that this URL is bad, the error code is: 500 Can't connect to alejandria.ccm.itesm.mx:80 (No such host is known. )

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ega:wpaper:200704

Access Statistics for this paper

More papers in Marketing Working Papers from Tecnológico de Monterrey, Campus Ciudad de México Contact information at EDIRC.
Bibliographic data for series maintained by Amaranta Arroyo ( this e-mail address is bad, please contact ).