Scheduling sales force training: Theory and evidence
Abbreviated Journal Title
Int. J. Res. Mark.
sales force; training; compensation; optimal control; COMPENSATION PLANS; TURNOVER COSTS; MODEL; Business
To have a productive sales force, firms must provide their salespeople with sales training. But from a profit-maximizing perspective, there are also reasons to limit training: training is expensive, it has diminishing returns. and trained salespeople need to be compensated at a higher level since their value in the outside labor market has increased. Due to these reasons, the following inter-related questions are not straightforward to answer: (1) How much training should be provided and how should training be scheduled over time? (2) How should compensation vary with training? (3) Should salespeople be asked to pay for some or all of their training? An analytical model is developed and analyzed using optimal control theory to provide answers to these questions. Thereafter, an empirical investigation is undertaken that broadly corroborates the analytical findings. (c) 2005 Elsevier B.V. All rights reserved.
International Journal of Research in Marketing
"Scheduling sales force training: Theory and evidence" (2005). Faculty Bibliography 2000s. 5370.