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 ...
New Advances in XRF Technology Allow for Measurement of Electroless Nickel Plating
Electroless nickel (EN) plating was introduced over 50 years ago as a means to provide lightweight materials for improved fuel efficiencies, greater corrosion performance and durability. Quickly implemented into the automotive, aerospace and transportation industries, it was also seen as an alternative to plating with chrome, because of its ability to meet engineering requirements for environmental legislation. EN applications have been widely accepted in today’s transportation industry for parts such as:...
Pressure Measurement For Agricultural Applications
A couple months ago we took a brief look at how the agriculture industry is turning to automation and data to help monitor product and resource levels, enabling farmers and ranchers to be proactive, rather reactive, about the needs and conditions of their businesses. We all agreed that there are plenty of opportunities for level measurement in the modern agriculture industry. But what of pressure measurement? Its presence could be inferred from that article, but it was not specifically addressed. So let’s...
doseBadge and optimus red – experts in their field! - Case study
The largest greenfield festival in the world posed a challenge where innovative tactics were employed to ensure that noise measurements were accurate and valid. End user Richard Willson, Noise at Work Consultant for TESS, The Event Safety Shop. Richard is one of the UK’s most experienced festival noise specialists having worked on some of the UK’s most prestigious events such as Glastonbury, Latitude, Leeds & Reading Festivals, Festival Republic and BBC events. Location 2014 Glastonbury...
Odour, how to measure?
As Aerox we offer our clients sustainable solutions for industrial odour emissions. Together with our customers we solve the nuisance resulting from these emissions. We therefore also regularly get questions about odour, what exactly this is and how you can measure it. Measuring of smell The objective measuring of odour is not easy. Odour in itself is a very complex matter to quantify and qualify. In addition, the degree of odour that we experience is depending on the individual. The values we assign to the...
Did You Know that GRIMM Measuring Stations are Equipped with Lufft Weather Sensors?
Do you already know our system partner GRIMM Aerosol Technology? Their aerosol measuring systems are in use all over the world where the focus lies on inorganic and organic aerosols as well as greenhouse gase. In the following article we present you three spectacular applications in the deepest jungle, on a frosty mountain peak and in a busy metropolitan area… About GRIMM Aerosol Technik GmbH & Co. KG GRIMM Aerosol Technik GmbH & Co. KG is a global company in the field of environmental and...