The Effect of Product Sales Quotas on Sales Force Productivity
Open Access
- 1 May 1973
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 10 (2), 180-183
- https://doi.org/10.1177/002224377301000208
Abstract
This article describes an actual controlled experiment to test the validity of the Davis-Farley sales compensation model. Results indicate that the implicit assumption of the model that salesmen seek to maximize income needs additional study.Keywords
This publication has 2 references indexed in Scilit:
- Allocating Sales Force Effort with Commissions and QuotasManagement Science, 1971
- An Optimal Plan for Salesmen's CompensationJournal of Marketing Research, 1964