TITLE

Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers

AUTHOR(S)
Good, David J.; Stone, Robert W.
PUB. DATE
June 1991
SOURCE
Journal of Personal Selling & Sales Management;Summer91, Vol. 11 Issue 3, p57
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a preference for linking the sales quota to the compensation of the salesperson.
ACCESSION #
6652264

 

Related Articles

  • EPILOGUE AND CALL TO ACTION.  // More ProActive Sales Management: Avoid the Mistakes Even Great S;2009, p207 

    The article focuses on the duties of the sales management. The sales manager exemplifies success, influences other people, and reaches out to customers, according to the author. The critical elements looked into by managers include metrics, corrective actions, hiring and coaching. It is stated...

  • Ask Your Reps 4 Questions To Achieve Results.  // Sales Leader;1/1/2007, Vol. 12 Issue 22, p3 

    The article presents qualification questions that sales executives should ask their sales people in order to eliminate unsuccessful practices and increase sales potential. This questions will determine if sales representatives are having meaningful discussions about the prospects' business...

  • EXPLORING SALES MANAGER QUOTA FAILURE FROM AN ETHICAL PERSPECTIVE. Schwepker Jr., Charles H.; Good, David J. // Marketing Management Journal;Fall2007, Vol. 17 Issue 2, p156 

    In a study of 240 sales managers (non-retail managers), four research questions were explored to determine the effect on ethical behaviors of failure to reach sales quotas. The results of the study indicate that the pressure to achieve quota outweighs the pressure to behave ethically....

  • Répartition équitable des objectifs de ventes entre les commerciaux. Darmon, René Y. // Recherche et Applications en Marketing (AFM c/o ESCP-EAP);1995, Vol. 10 Issue 3, p3 

    This paper proposes a simple model of sales quota allocation that implies equal selling effort from a heterogeneous sales force facing diverse territory selling situations. It is shown that sales quotas should be allocated so as to account for each territory's untapped market potential. The rule...

  • Who's Minding the Store? Marshall, Michael P. // Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, Preceding p1 

    Presents a letter about sales management. Role of sales personnel and sales managers in such market and sales changes; Function of many of the firms or businesses that are paying close attention to market and customer changes; Importance for a firm to have a strong top-down management approach...

  • Hit your sales goals during the summer slump. Goettsch, Dean A. // Sell!ng;May2004, p3 

    Presents tips for sales representatives and personnel on achieving their sales quota during the summer season. Importance of closing large deals which involve multiple approvals; Advantages of focusing on renewal business such as rentals and leases; Significance of selling additional and...

  • Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences. Haley, Debra A. // Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p59 

    Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results...

  • What's the best way to make my quota every month? Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;11/17/2006, Issue 323636, p6 

    The article presents the author's views on sales quotas. According to the author, sales quotas are arbitrary numbers mostly set by people who cannot make sales. The author states that one should make 10 follow-up calls in a day and make one strong face-to-face presentation in the morning. Sales...

  • Personal Selling & Sales Management Abstracts. Evans, Kenneth R. // Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p69 

    The purpose of this section is to help the readers of the "Journal of Personal Selling & Sales Management (JPSSM)" keep abreast of the current personal selling and sales management literature. The journal review its seventy different academic and trade publications containing contemporary...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics