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. The factors affecting performance of sales force through balanced supervisory control, cognitive measures and coordination pattern of task performance in the team have been examined and managerial implications derived for optimising the performance of the sales force in this paper. The findings of the study show that the balance between the territory designing and incentive pays affect the overall performance of sales tasks performed by the field sales teams. Sales territory design also largely influences the level of performance both directly and indirectly through its relationship with the salespeople's behavioural performance. Discussions in this paper also argue that the behaviour control is a consistent predictor of the salespeople's performance and effectiveness of the sales units. This indicates the importance of proactive monitoring, directing and evaluating salespeople by the managers.
- Inderscience Publishers
- Measuring performance of sale force: analysis of administrative ...
Measuring oxygen levels in offshore extracted natural gas - Case Study
Teekay use the EC92DIS portable oxygen analyser on board the Voyageur to measure the oxygen levels in the gas. In March 2013, one of Teekay`s largest projects, the Voyageur Spirit FPSO achieved the first oil extraction on the Huntington field in the United Kingdom. The production unit was installed for its new charter contract with E.ON Ruhrgas UK E&P (E.ON) and is expected to last for five years, with extension options. Designed with a storage capacity of 270,000 bbls, the Voyageur Spirit FPSO offers a...
Guide to Measuring Biofuel Blending
As the global commitment to renewable energy sources grows, the importanceof using biodiesel as a blending component with diesel fuel has increased.Biodiesel consists of fatty acid methyl esters (FAME) which are produced by thetransesterification of certain feedstock oils, such as soy, rapeseed, canola, and others.The biodiesel is then blended with diesel fuel at amounts required by the regulatoryagencies of different countries. It is important for fuel terminals and distributors, aswell as regulatory agencies,...
Measuring Oil Chemistry: Nitration, Oxidation, and Sulfation
An in-service lubricant encounters air, heat, pressure, corrosive agents, and otherfactors that cause chemical changes in the oil. A change in oil chemistry can affectthe ability of the lubricant to do its job (for example if crucial additives have beendepleted). Over time, these chemical reactions can result in build-up of harmfuldegradation by-products like weak organic acids. Oil chemistry analysis alwaysincludes oxidation and may also include nitration and sulfation depending on theapplication. In some cases,...
Wastewater-Solids Dewatering Odor Control - Case Study
BackgroundThe Milan Wastewater Treatment Plant, located just south of Moline, Illinois, is a 1.7 MGD (6,434 m3/day) activated sludge facility with an average wastewater flow of 700,000 gpd to 800,000 gpd. This facility dewaters primary sludge using a belt filter press (Figure 1). The press operates an average of three times per month, 8 hours per day at a pump rate of 100 gpm. The sludge is dewatered from 3-4% solids to about 23% solids. ProblemOn days when the bio-solids from the primary settling tank are...
Benefits of UV Transmittance (UVT) field testing for selling & servicing UV Disinfection Systems
The Real UV254 ‘P’ series portable meters can be used to measure UV transmittance (UVT) in a number of situations, and are especially beneficial when working with small UV disinfection systems. The following cases outline two situations in which Real Tech’s portable meters are invaluable.Servicing Small UV Disinfection SystemsAn existing customer is experiencing a problem with a UV disinfection system. Perhaps, the system is in alarm or maybe the customer has received poor microbiological test...