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Anreizsysteme auf dem Prüfstand : Leitfaden zur Revision von Anreizsystemen unter vertrieblichen Aspekten ; DIIR-Arbeitskreis "Revision des Vertriebs"

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Sales contest research : business and individual differences factors affecting intentions to pursue contest goals

Murphy, William H.; Dacin, Peter A. - In: Industrial marketing management : the international … 38 (2009) 1, pp. 109-118

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Motivating the industrial sales force in the sales forecasting process

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Dealer hoarding, sales push and seed returns : characterizing the interdependency between dealer incentives and salesforce management

Gonçalves, Paulo - 2008

grower demand realization and may return unsold seeds at the end of the season. Sales representatives know they must … their seeds. However, when pressured to meet sales targets late in the sales cycle, salespeople abandon time-consuming seed … dealers the following period and increasing the total sales that agents must achieve to meet their quota, requiring them to …