related to salesforce performance. This suggests a number of important avenues for improving salesforce performance. These …‐based control systems in many sales management situations, and suggest a new agenda for management attention in improving salesforce …

To ensure diffusion of new products among buyers’ firms need to ensure their acceptance by the salesforce. Few studies … have, however, examined the satisfaction and performance of the salesforce in new product selling. This article reports the …

The alignment of sales territories has a considerable impact on profit and represents a major problem in salesforce … salespersons. In principle, we also show how COSTA might be expanded to solve the salesforce sizing as well as the salespersons … as practitioners in the salesforce area. It aims to revive the stream of research in the 1970s that already proposed …

retailers′ strategies for merchandise selection, salesforce training and in‐store promotions, address the needs of both parent …

A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson … implications of the theory for managing salesforce compensation plans. …