The Paris-Peoria solution: Innovations in appraising regional and international sales personnel

Mark R. Edwards, W. Theodore Cummings, John L. Schlacter

Research output: Contribution to journalArticle

7 Citations (Scopus)

Abstract

The PAS, to be effective in evaluating geographically dispersed salesforces, must be job related, reliable, valid, standardized, practical, comparable, fairly discriminable and useful. These criteria are interrelated and generally noncompensatory in nature. For example, if a performance measurement system does not provide comparable measures, no level of reliability will offset the lack of comparability in determining the overall effectiveness of the PAS. Therefore, an effective PAS must meet a minimum threshold on all criteria, not just some of them. If the criteria are adequately satisfied, the PAS legal defensibility becomes considerably easier. Even more importantly, a PAS that meets these requirements provides improved information for making crucial organization decisions. Since performance measures are needed for the equitable distribution of organizational rewards, the improved appraisal measures will improve management decisions for selection, motivation, training, and retention.

Original languageEnglish (US)
Pages (from-to)26-38
Number of pages13
JournalJournal of Personal Selling and Sales Management
Volume4
Issue number2
DOIs
StatePublished - 1984

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sales
Sales
personnel
Innovation
Personnel
innovation
performance measurement
management decision
reward
organization
lack
performance
Performance measures
Performance measurement system
Salesforce
Management decisions
Reward

ASJC Scopus subject areas

  • Management of Technology and Innovation
  • Human Factors and Ergonomics

Cite this

The Paris-Peoria solution : Innovations in appraising regional and international sales personnel. / Edwards, Mark R.; Theodore Cummings, W.; Schlacter, John L.

In: Journal of Personal Selling and Sales Management, Vol. 4, No. 2, 1984, p. 26-38.

Research output: Contribution to journalArticle

Edwards, Mark R. ; Theodore Cummings, W. ; Schlacter, John L. / The Paris-Peoria solution : Innovations in appraising regional and international sales personnel. In: Journal of Personal Selling and Sales Management. 1984 ; Vol. 4, No. 2. pp. 26-38.
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