Project Due Friday, April 29 The marketing managers of an office products company have some difficulty in evaluating the field sales representatives’ performance. The representatives travel among the outlets that carry company’s products, create displays, try to increase volume, introduce new products, and discover any problems that the outlets are having with the company’s products. The job involves a great deal of travel time. The marketing managers believe that one important factor in the representatives’ performance is the degree of motivation to send a great deal of time on the road. Other variables also have an effect. Some sales districts have more potential than others, either because of differences in population or differences in the number of retail outlets. Large districts are difficult because of the extra travel time. One important variable is compensation. Some of the representatives are paid a salary plus a commission on sales; others work solely for a larger commission on sales. The marketing
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This note was uploaded on 09/11/2011 for the course BUAD 310 taught by Professor Lv during the Spring '07 term at USC.