Administration of Sales Force Tasks Under Field Conditions

Abstract

There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of salespeople incorporates complex and often subjective assessments of the attributes of sales people. A balance of these implications provides strong support for laying controls and evaluating the performance of sales people in varied socio-cultural selling situations. This study has been conducted in Mexico with which discusses the impact of sales territory design and compensation to salespeople as predictors of performance of sales unit effectiveness.

Keywords: Sales force organization, selling behavior, task administration, sales performance evaluation, territory management, outcome performance, sales territory, compensation, sales unit effectiveness, organizational efficiency

JEL Classification: C99, M12, M31, M52, 54