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Strategies for sales force management

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Abstract

Far too few companies with a personal selling force utilize a scientific framework to aid in solving their tactical selling problems. While this approach is used somewhat in other functional areas of the business, personal selling is by-passed. The purpose of this article is to investigate the major decision-making areas a sales manager must act upon and to provide tools to enable him to make rational decisions through the framework of models. Hopefully, the following models will provide the sales manager with more effectiveness in 1) dealing with sales force problems, and 2) attainment of the company's sales objectives. At the very least, exposure to this framework will motivate the sales manager and salesmen to think of the various factors and their functional relationship as they affect the selling effort of the company.

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Authors
  1. George Rissmann
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Additional information

From time to time, the Academy presents articles by graduate students as part of our effort to offer opportunity to Student Fellows of the Academy, to further develop their intellectual acuity, and to bring them into contact with practitioners and theorists. We hope such articles will provoke thought and stimulate constructive responses from our colleagues, and perhaps develop dialogue. Mr. Rissman may be addressed care of the Journal Editor.

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Rissmann, G. Strategies for sales force management. JAMS 3, 369–382 (1975). https://doi.org/10.1007/BF02729296

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  • DOI: https://doi.org/10.1007/BF02729296

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