Sales quotas need not be set intuitively or by hit or miss “we've got to beat last year's figures” systems. There is a whole arsenal of proved statistical procedures which the businessman can use as weapons in his war against sales resistance.
Get full access to this article
View all access options for this article.
References
1.
Cf. esp.National Industrial Conference Board, “Forecasting in Industry,”Studies in Business Policy, No. 77. 1956; “Measuring Salesmen's Performance,”Studies in Business Policy, No. 79, 1956.
2.
GriffinClare E., “Sales Quota Systems,”Michigan Business Studies, Vol. 1. March 1928, p. 22.
3.
Ibid., pp. 22–23; MaynardHarold H.DavisJ. H., Sale Management (New York; The Ronald Press Company, 1957), pp. 187–200: And StillRichard R.CundiffEdward W., Sales Management: Decisions, Policies, and. Cases. (Englewood Cliffs, New Jersey: Prentice-Hall, Inc., 1958), p. 614.
4.
An address given by L. D. H. Weld on Sales Quotas, at the Group Session of the Domestic Distribution Department held during the Fifteenth Annual Meeting of the Chamber of Commerce of the United States at Washington, D.C. on May 4, 1927, p. 7.
5.
StantonWilliam J.BurskirkRichard H., Management of the Sales Force (Homewood, Illinois: Richard D. Irwin, Inc., 1959), pp. 601–602.
6.
Sales Controls Quotas and Forecasting. Report 3, Prepared by the Research Workshop of The Sales Executives Club of New York, Inc., Printers' Ink Books, Pleasantville, N.Y., 1957, p. 32.
7.
HerzogDonald R., “Uses of Sales Quotas by Manufacturers,”Advanced Management, Vol. XXI, No. 9, September, 1956, pp. 23–26 at p. 25.
8.
Similar approaches to the setting of quotas are explained in Section 21, Marketing Handbook (New York: The Ronald Press Company, 1951), p. 855.
