Exclusive Content & Downloads from ASQ

Toward A Methodology for Managerial Control of Sales Territories

Summary: A critical sales management task is to evaluate and control performance in sales territories. Often this is accomplished with limited information and considerable judgment. This article describes a management science tool, based on a comprehensive model of territory performance, for processing a variety of territory information typically available to a sales manager. The output of the analysis provides management with territory performance standards to supplement judgment when assessing the results in sales territories.

Anyone with a subscription, including Site and Enterprise members, can access this article.

Other Ways to Access content:

Join ASQ

Join ASQ as a Full member. Enjoy all the ASQ member benefits including access to many online articles.

Subscribe to Journal of Quality Technology

Access this and ALL OTHER Journal of Quality Technology online articles. You'll also receive the print version by mail.

  • Topics:
  • Keywords: Transformation,Marketing,Multiple regression,Nonlinear models,Sales management,Stepwise procedures
  • Author: Cravens, David W.; Woodruff, Robert B.; Stamper, Joe C.
  • Journal: Journal of Quality Technology