Rangaswamy, Arvind; Sinha, Prabhakant; Zoltners, Andris - In: Marketing Science 9 (1990) 4, pp. 279-298
This paper analyzes the problem of designing the structure of multiproduct sales forces selling in an environment where purchase decisions are made on a straight rebuy or modified rebuy basis. It addresses two key issues pertaining to structure: How many sales forces should the firm have and...
