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Sales Force Productivity Models

In: THE HISTORY OF MARKETING SCIENCE

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  • Murali K. Mantrala

Abstract

The following sections are included:Introduction and OverviewSales Force Resource Allocation and Sizing ModelsModels for Sales Territory AlignmentIntegrated Deployment Models (Sizing, Resource Allocation, Territory Alignment, and Selection)Sales Force Compensation and IncentivesConclusion and Directions for Future ResearchReferences

Suggested Citation

  • Murali K. Mantrala, 2023. "Sales Force Productivity Models," World Scientific Book Chapters, in: Russell S Winer & Scott A Neslin (ed.), THE HISTORY OF MARKETING SCIENCE, chapter 21, pages 679-719, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789811272233_0021
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    Keywords

    Marketing Science; Brand Choice; Conjoint Analysis; Innovation Diffusion; Market Structure; Stochastic Models of Buyer Behaviour; Endogeneity; Machine Learning; Field Experiments; Advertising Effectiveness; Brand Equity; Distribution Channels; Customer Relationship Management; Internet Marketing; New Products; Services Marketing; Organizational Buying Behaviour; Pricing; Sales Force; Sales Promotions; Market Segmentation;
    All these keywords.

    JEL classification:

    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • M37 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Advertising

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