The Role of Territory Characteristics in Sales Response Functions

By Henry C. Lucas, Jr.Charles B. WeinbergKenneth W. Clowes
1974| Working Paper No. 214

This paper presents a study of sales response functions in the retail apparel industry. Past research is reviewed and critiqued. The results of this study indicate that the territory characteristics of sales potential and workload are important predictors of sales. The results of the study are used to derive a model to assist sales management in determining sales force size and evaluating sales performance in a territory.