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Conference Proceedings (1993), Marketing for the New Europe : Dealing with Complexity - Proceedings of the 22nd EMAC Conference, European Marketing Academy (EMAC), pp. 343-374

Optimal Sales Force Compensation Structures for Heterogeneous Sales Forces : An Empirical Application

DARMON René, ROUZIES-SEGALLA D.

This paper describes a simulation-based procedure for determining the optimal sales force compensation plan structure. Response surface methodology is used for obtaining optimality conditions.

DARMON, R. and ROUZIES-SEGALLA, D. (1993). Optimal Sales Force Compensation Structures for Heterogeneous Sales Forces : An Empirical Application. In: Marketing for the New Europe : Dealing with Complexity - Proceedings of the 22nd EMAC Conference. European Marketing Academy (EMAC), pp. 343-374.