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Administration of Sales Force Tasks under Field Conditions

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Author Info
Rajagopal () (Tecnológico de Monterrey, Campus Ciudad de México)

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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.

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File URL: http://alejandria.ccm.itesm.mx/egap/documentos/2007-04-MKT.pdf
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Publisher Info
Paper provided by Tecnológico de Monterrey, Campus Ciudad de México in its series Marketing Working Papers with number 2007-04-MKT.

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Date of creation: Aug 2007
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Handle: RePEc:ega:wpaper:200704

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Web page: http://www.ccm.itesm.mx/egap/
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Related research
Keywords: Sales force organization; selling behavior; task administration; sales performance evaluation; territory management; outcome performance; sales territory; compensation; sales unit effectiveness; organizational efficiency;

Find related papers by JEL classification:
C99 - Mathematical and Quantitative Methods - - Design of Experiments - - - Other
M12 - Business Administration and Business Economics; Marketing; Accounting - - Business Administration - - - Personnel Management; Executive Compensation
M31 - Business Administration and Business Economics; Marketing; Accounting - - Marketing and Advertising - - - Marketing
M52 - Business Administration and Business Economics; Marketing; Accounting - - Personnel Economics - - - Compensation and Compensation Methods and Their Effects
M54 - Business Administration and Business Economics; Marketing; Accounting - - Personnel Economics - - - Labor Management

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This page was last updated on 2009-11-7.

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