Sales Force Productivity Models

Murali K. Mantrala

Chapter 16 in The History of Marketing Science, 2014, pp 427-462 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, selection)Sales force compensation and incentivesConclusion and directions for future researchReferences

Keywords: Marketing; Marketing Science; Marketing Models; Quantitative Analysis; History of Marketing (search for similar items in EconPapers)
Date: 2014
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