Administration of Sales Force Tasks Under Field Conditions

32 Pages Posted: 31 May 2007

See all articles by Dr. Rajagopal

Dr. Rajagopal

Graduate School of Administration and Management (EGADE), Monterrey Institute of Technology and Higher Education (ITESM) - Mexico City Campus

Date Written: April 2007

Abstract

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 Mexico with which discusses the impact of sales territory design and compensation to salespeople as predictors of performance of sales unit effectiveness.

Keywords: Sales force organization, selling behavior, task administration, sales performance evaluation, territory management, outcome performance, sales territory, compensation, sales unit effectiveness, organizational efficiency

JEL Classification: C99, M12, M31, M52, 54

Suggested Citation

Rajagopal, Dr., Administration of Sales Force Tasks Under Field Conditions (April 2007). Available at SSRN: https://ssrn.com/abstract=988799 or http://dx.doi.org/10.2139/ssrn.988799

Dr. Rajagopal (Contact Author)

Graduate School of Administration and Management (EGADE), Monterrey Institute of Technology and Higher Education (ITESM) - Mexico City Campus ( email )

222, Calle del Puente
Ejidos de Huipulco
Mexico City, DF 14380
Mexico

HOME PAGE: http://www.geocities.com/prof_rajagopal/homepage.html

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