The Effect of Product Sales Quotas on Sales Force Productivity
Abstract
This article describes an actual controlled experiment to test the validity of the Davis-Farley sales compensation model. Results indicate that the implicit assumption of the model that salesmen...
Paper Details
Title
The Effect of Product Sales Quotas on Sales Force Productivity
Published Date
May 1, 1973
Volume
10
Issue
2
Pages
180 - 183
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