Journal Article

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

Marketing Science
Author(s)

Murali Mantrala

Prabhakant Sinha

Andris Zoltners

An agency theoretic model-based approach that can assist sales force managers set optimal sales quota-bonus plans.
Date Published: 1994
Citations: Mantrala, Murali, Prabhakant Sinha, 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.