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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.

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  • 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