Scheduling sales force training: Theory and evidence

Article Abstract:

Firms have to provide their salespeople with sales training in order to have a productive sales force, though from a profit-maximizing perspective, there are also reasons to limit training. An analytical model is developed and analyzed using optimal control theory to provide answers to questions such as the amount of training to be provided to a sales force, how it should be scheduled over time, and how compensation should vary with training.

United States, Personnel administration, Sales Management, Sales Promotion, Training, Sales promotions, Sales personnel, Salespeople

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The impact of channel function performance on buyer-seller relationships in marketing channels

Article Abstract:

The way the performance of channel functions by distributors affects the quality of their relationships with their organizational customers and the way this impact is moderated by the interdependence structure is these relationships, are analyzed. The analysis suggests that the level of channel function performance by a distributor is an important driver of customer perceptions of relationship quality.

Distribution Channels, Analysis, Customer relationship management, Retail/reseller channel, Direct market channel

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