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| Tekijä: | Darmon, R. Y. |
| Otsikko: | Setting commission rates for the control of the salesperson's client-prospect effort allocation |
| Lehti: | Journal of the Operational Research Society
1990 : FEB, VOL. 41:2, p. 151-163 |
| Asiasana: | SALESMEN SELLING SALES CUSTOMERS |
| Kieli: | eng |
| Tiivistelmä: | All the previous studies on decentralized sales-force control have implicitly or explicitly assumed that the relevant selling activities are the sales of various product lines. The problem of effort allocation between calls to prospects and to customers has specific aspects. Prospecting activities are influenced by the conversion pattern of prospects, the sales-force attrition rate, and salespeople's attitudes toward delayed income. During the conversion period, higher commission should be paid on sales to new accounts than on sales to established customers. The normative implications and implementation issues are discussed. |
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