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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, Murali K., 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.(2): 121-144.
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