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.