Evaluating territorial sales efforts

Abstract

"The purpose of this investigation was to provide a better method of evaluating the sales efforts of different state sales organizations in the marketing of automobile insurance. Nineteen measures representing quantitative production achievements, manpower statistics, over-all market statistics, amount of business in the area, and combinations of these were factor analyzed. Five factors emerged, two of which were not evaluative measures and three that might ultimately be used as such. The five factors were: Absolute Size, Potential per Agent, Over-all Effectiveness, Manpower Utilization, and Rate of Growth. Although the first two factors were not directly associated with the evaluation of the states, their presence gave some additional knowledge about the other three factors." (PsycInfo Database Record (c) 2025 APA, all rights reserved)