TITLE

LINKING SALES QUOTAS TO TERRITORY UNTAPPED MARKET POTENTIAL

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p74
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This paper proposes a simple model of sales quota allocation that implies equal sales effort from heterogeneous salespeople 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 is shown to provide more equitable allocations than other rules typically used in the practice of sales force management, such as allocations based on historical sales or territory sales potentials.
ACCESSION #
9605143683

 

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