314 CHAPTER16 MANAGING THESALESFORCE
- Luis R. Gomez-Mejia, David B. Balkin, and Robert L. Cardy, Managing Human Resources
(Upper Saddle River, NJ: Prentice-Hall, 1995), pp. 416–18. - “What Salespeople Are Paid,”Sales & Marketing Management,February 1995, pp. 30–31;
Christopher Power, “Smart Selling: How Companies Are Winning Over Today’s Tougher
Customer,”Business Week,August 3, 1992, pp. 46–48; William Keenan Jr., ed., The Sales &
Marketing Management Guide to Sales Compensation Planning: Commissions, Bonuses & Beyond
(Chicago: Probus Publishing, 1994). - George H. Lucas Jr., A. Parasuraman, Robert A. Davis, and Ben M. Enis, “An Empirical
Study of Sales Force Turnover,”Journal of Marketing,July 1987, pp. 34–59. - See Charles Garfield,Peak Performers: The New Heroes of American Business(New York: Avon
Books, 1986); “What Makes a Supersalesperson?”Sales & Marketing Management,August 23,
1984, p. 86; “What Makes a Top Performer?”Sales & Marketing Management,May 1989; and
Timothy J. Trow, “The Secret of a Good Hire: Profiling,”Sales & Marketing Management,
May 1990, pp. 44–55. - David Mayer and Herbert M. Greenberg, “What Makes a Good Salesman?”Harvard
Business Review,July–August 1964, pp. 119–25. - Robert L. Lindstrom, “Training Hits the Road,”Sales & Marketing Management,June 1995,
pp. 10–14.
14.Sales Force Compensation(Chicago: Dartnell’s 25th Survey, 1989), p. 13. - Michael R. W. Bommer, Brian F. O’Neil, and Beheruz N. Sethna, “A Methodology for
Optimizing Selling Time of Salespersons,”Journal of Marketing Theory and Practice,Spring
1994, pp. 61–75. - See Thomas Blackshear and Richard E. Plank, “The Impact of Adaptive Selling on Sales
Effectiveness Within the Pharmaceutical Industry,”Journal of Marketing Theory and Practice,
Summer 1994, pp. 106–25. - “Automation Nation,”Marketing Tools,April 1997; Scott Hample, “Made to Order,”
Marketing Tools,August 1997. - “Are Salespeople Gaining More Selling Time?”Sales & Marketing Management,July 1986,
p. 29. - John W. Verity, “Taking a Laptop on a Call,”Business Week,October 25, 1993, pp. 124–25.
- Charles Waltner, “Pall Corp. Wins Business with Info-Driven Web Site,”Net Marketing,
October 1996. - “The Second Annual SMA Customer Interaction Awards,”Sales and Marketing Automation,
January 2000, http://www.sma.com. - See Gilbert A. Churchill Jr., Neil M. Ford, and Orville C. Walker Jr., Sales Force Management:
Planning, Implementation and Control,4th ed. (Homewood, IL: Irwin, 1993). Also see Jhinuk
Chowdhury, “The Motivational Impact of Sales Quotas on Effort,”Journal of Marketing
Research,February 1993, pp. 28–41; Murali K. Mantrala, Prabhakant Sinha, and Andris A.
Zoltners, “Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales
Force: A Practical Model-Based Approach,”Marketing Science13, no. 2 (1994): 121–44;
Wujin Chu, Eitan Gerstner, and James D. Hess, “Costs and Benefits of Hard-Sell,”Journal of
Marketing Research,February 1995, pp. 97–102. - “What Motivates U.S. Salespeople?”American Salesman,February 1994, pp. 25, 30.
- “A Gift for Rewards,”Sales & Marketing Management,March 1995, pp. 35–36.
- See Philip M. Posdakoff and Scott B. MacKenzie, “Organizational Citizenship Behaviors
and Sales Unit Effectiveness,”Journal of Marketing Research,August 1994, pp. 351–63. - For further reading, see Dorothy Cohen, Legal Issues in Marketing Decision Making
(Cincinnati, OH: South-Western, 1995) and Henry R. Cheeseman, Contemporary Business
Law,3rd edition (Upper Saddle River, NJ: Prentice-Hall, 2000).