Analysis of Effective Control Practices in Sales Management: A Comparative Study in Developing Countries
29 Pages Posted: 17 May 2006
Date Written: May 2006
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 two developing countries in India and Mexico with varied socio-cultural selling situations. The study discusses the impact of sales territory design on these consequences in reference to the underlying rationale of management control, incentive pay, and territory design as predictors of performance and sales unit effectiveness and attempts to examine the relationships between incentive pay and management control and their impact on salesperson performance and sales organization effectiveness.
Keywords: Selling behavior, sales performance evaluation, outcome performance, sales territory, compensation, sales effectiveness
JEL Classification: C99, M12, M31, M52, M54
Suggested Citation: Suggested Citation