Distributor Sales Force Performance Management

Jaydeep Mukherjee and Anirban Basu

Vision, 2010, vol. 14, issue 4, 309-321

Abstract: Nestle India had initiated an aggressive market growth strategy which was difficult to implement because of the increasing turnover of the distributors' salesmen. The challenge was likely to get aggravated in future because of increasing employment options for the salesmen as well as increasing competition for retail shelf space. The salesmen were in the payrolls of the channel partners, and the diversity of the management practices of channel partners made the intervention even more difficult. The competitive analysis of the benchmarked companies and relevant data were collected to decide on the appropriate steps to mange the problem. It was very critical to take a well considered judgment on the issue as it affected the entire revenue engine of the company.

Keywords: Sales Force Effectiveness; Sales Force Motivation; Managing Distributor's Sales Force; Sales Incentives; Sales Performance Management (search for similar items in EconPapers)
Date: 2010
References: Add references at CitEc
Citations:

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/097226291001400407 (text/html)

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:sae:vision:v:14:y:2010:i:4:p:309-321

DOI: 10.1177/097226291001400407

Access Statistics for this article

More articles in Vision
Bibliographic data for series maintained by SAGE Publications ().