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Article
Managing Sales Compensations: A Sales Force Configuration Approach
Journal of Personal Selling & Sales Management (2014)
  • Dr. Pankaj M Madhani
Abstract

Utilising the Sales Force Configuration Approach, this study evaluates how sales organisations can respond to market opportunities while balancing costs and profitability. The article discusses factors such as selling activities, role of the sales force, and sales force size and its impact on service to the customer. The author also provides a discussion on how these different factors change over time and which factors can optimise sales performance.

Publication Date
2014
Citation Information
Dr. Pankaj M Madhani. "Managing Sales Compensations: A Sales Force Configuration Approach" Journal of Personal Selling & Sales Management Vol. 34 Iss. 2 (2014)
Available at: http://works.bepress.com/madhani/158/