论文信息 - Sales Response as a Function of Territorial Potential and Sales Representative Workload

Sales Response as a Function of Territorial Potential and Sales Representative Workload

The results of this study of sales response functions in the retail apparel industry indicate that territorial potential and sales representative's workload are important predictors of sales. The findings are used to derive a model to assist management in determining sales force size and evaluating sales performance.

Kenneth W. Clowes | H. Lucas | C. Weinberg

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