Sales Force Productivity Models

Murali K. Mantrala

Chapter 21 in The History of Marketing Science, 2023, pp 679-719 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:Introduction and OverviewSales Force Resource Allocation and Sizing ModelsModels for Sales Territory AlignmentIntegrated Deployment Models (Sizing, Resource Allocation, Territory Alignment, and Selection)Sales Force Compensation and IncentivesConclusion and Directions for Future ResearchReferences

Keywords: Marketing Science; Brand Choice; Conjoint Analysis; Innovation Diffusion; Market Structure; Stochastic Models of Buyer Behaviour; Endogeneity; Machine Learning; Field Experiments; Advertising Effectiveness; Brand Equity; Distribution Channels; Customer Relationship Management; Internet Marketing; New Products; Services Marketing; Organizational Buying Behaviour; Pricing; Sales Force; Sales Promotions; Market Segmentation (search for similar items in EconPapers)
JEL-codes: M3 M31 M37 (search for similar items in EconPapers)
Date: 2023
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