Sales Force Performance and the Use of a Sales Information System

The results of a study of sales force performance and the use of a sales information system are presented. A descriptive model is discussed which identifies expected predictors of sales force performance and the use of a sales information system. The relationship between the use of the system and performance is also explored. Empirical data from three divisions of a major clothing manufacturer are analyzed according to the guidelines of the model. The results confirm the general classes of relationships predicted by the model, but specific relations among variables are complex and depend heavily on the sales environment.