Cravens, David W.; Woodruff, Robert B.
June 1973
Journal of Applied Psychology;Jun73, Vol. 57 Issue 3, p242
Academic Journal
The focus of this study was on the design and testing of a methodology for analytically determining standards of sales performance. The methodology consists of (a) formulating a conceptual model of sales territory performance, (b) selecting variables and corresponding operational measures for a given organization, and (c) empirically determining the degree to which these measures explain variations in territory performance. The salesman performance as assessed by the firm's management appeared to be consistent with the analytically determined performance standards.


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