Toward A Methodology for Managerial Control of Sales Territories

Article

Cravens, David W.; Woodruff, Robert B.; Stamper, Joe C.   (1972, ASQC)   The University of Tennessee, Knoxville, TN; Magic Chief, Inc., Cleveland, TN

Journal of Quality Technology    Vol. 4    No. 4
QICID: 5123    October 1972    pp. 181-188
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Article Abstract

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.

Keywords

Transformation,Marketing,Multiple regression,Nonlinear models,Sales management,Stepwise procedures


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