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Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-based Approach, Marketing Science

Abstract

An agency theoretic model-based approach that can assist sales force managers set optimal sales quota-bonus plans.

Type

Article

Author(s)

Murali K. Mantrala, Prabhakant Sinha, Andris Zoltners

Date Published

1994

Citations

Mantrala, K. Murali, Prabhakant Sinha, and Andris Zoltners. 1994. Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-based Approach. Marketing Science. 13(2): 121-144.

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