Sales Force Allocation is a strategic management framework that specifies the optimal distribution of sales personnel across territories, customer segments, or product lines to maximize sales efficiency and effectiveness.
15
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537
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40
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25
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2017–2026
0
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Publications
15
Allocating Sales Force Effort with Commissions and Quotas
Otto A. Davis, John U. Farley · Management Science · 1971 · 57 citations
1–5 of 15
Authors
40
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1–5 of 40
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25
Northwestern University
Evanston, United States
3 h-index
3 publications
127 citations
University of Pennsylvania
Philadelphia, United States
3 h-index
3 publications
146 citations
IBM (United States)
Armonk, United States
2 h-index
5 publications
111 citations
William P. Wharton Trust
Boston, United States
2 h-index
2 publications
74 citations
University of the Arts
Philadelphia, United States
2 h-index
2 publications
74 citations
Christian-Albrechts-Universität zu Kiel
Kiel, Germany
1 h-index
2 publications
158 citations
Universität Hamburg
Hamburg, Germany
1 h-index
2 publications
26 citations
Texas Christian University
Fort Worth, United States
1 h-index
1 publications
21 citations
1–8 of 25
Venues
- Management Science
4 publications · 207 citations
4
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- Marketing Science
2 publications · 103 citations
2
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- Journal of Marketing
JM · 2 publications · 74 citations
2
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- Journal of Personal Selling and Sales Management
JPSSM · 1 publications · 24 citations
1
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- European Journal of Operational Research
1 publications · 13 citations
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