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

Harvard business review

1993 • 13,965 citations

Experiences with a Sales Districting Model: Criteria and Implementation

1971 • 146 citations

An Analytical Approach for Evaluating Sales Territory Performance

1972 • 64 citations

Allocating Sales Force Effort with Commissions and Quotas

1971 • 60 citations

An approach for determining criteria of sales performance.

1973 • 51 citations

A Multiple-Product Sales Force Allocation Model

1971 • 45 citations

The Effect of Product Sales Quotas on Sales Force Productivity

1973 • 42 citations

An Optimal Plan for Salesmen's Compensation

1964 • 35 citations