Sales contest: What we know and what we need to know

Journal of Personal Selling and Sales Management

Volumn 1, Issue 1, 1981, Pages 57-64

  Wildt, Albert R ^a   Parker, James D ^a   Harris, Clyde E ^a  

^a UNIVERSITY OF GEORGIA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84950610771     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.1981.10754196     Document Type: Article

References (16)

1. Blumenthal, L. A. (1965), "Are Sales Incentives a Waste?" Dun's Review and Modern Industry, (October), pp. 66-68, 125-128.
2. Business Management (1965), "Sales Incentives: Why They Work, When They Don't, and Howto Use Them,” (August), pp. 43-55.
3. Cotham, James C. (1971), "Comments on: Sales Contests as a Motivating Device," in Readings in Sales Management: Concepts and Viewpoints, Thomas R. Wotruba and Robert M. Olsen, ed., New York, Rinehart and Winston, Inc., pp. 296-300.
4. Fortune (1972), "What Millard Fillmore Did for Xerox,” (April), pp. 106-107.
5. Hartley, Robert F. (1979), Sales Management, Boston: Haughton Mifflin Company, pp. 361-363.
6. Industrial Marketing (1961), "Sales Contests Boosts New Product in Recession Years," (January), pp. 46-47.
7. Lewellen, William H. (1968), "It's Time For A New Look At Sales Contests," Sales Management, (September 10), pp. 22-25.
8. Reinfeld, George (1976), "Motivation and Incentives: Sales Contests," Inland Printer/American Lithographer, (April), pp. 82-85.
9. Scanlon, Sally (1978), "Big Bucks & High Hopes," Sales and Marketing Management, (April 3), pp. 35-39.
10. Scanlon, Sally (1978), "Onward and Upward with Mr. Average,” Sales Management, (September 3), pp. 35-40.
11. Scanlon, Sally (1978), "Who's Keeping Score on Incentive Results," Sales and Marketing Management, (September), pp. 63-65.
12. Stanton, William J. and Richard H, Buskirk (1978), Management of the Sales Force, Homewood, Illinois: Richard D. Irwin, Inc., pp. 392-402.
13. Still, Richard R., Edward W, Cundiff, and Norman A P, Govoni (1976), Sales Force Management, Englewood Cliffs: Prentice-Hall, Inc., pp. 320-327.
14. Stone, Bob (1968), "Devil's Advocate Scrutinizes Sales Incentives," Advertising Age, (October 14), pp. 112-114.
15. The Management Review(1958), "What Good Are Sales Contests," (August), pp. 33-35.
16. Wotruba, Thomas R. (1978), Sales Management, New York: Holt, Rinehart, and Winston, Inc., pp. 451-454.