Sales Response as a Function of Territorial Potential and Sales Representative Workload
Journal of Marketing ResearchPublished 1 August 1975
Henry C. Lucas, Charles B. Weinberg, Kenneth W. Clowes
Citations44
SJR quartileQ1
SJR score6.96
SNIP2.42
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Abstract
The results of this study of sales response functions in the retail apparel industry indicate that territorial potential and sales representative's workload are important predictors of sales. The findings are used to derive a model to assist management in determining sales force size and evaluating sales performance.
Keywords
Business, Management and Accounting
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