M3 - Marketing and Advertising

• Measuring the Effectiveness of Salespeople: Evidence from a Cold-Drink Market

  Staff working paper 2021-40 Haofeng Jin, Zhentong Lu

  Salespeople are widely employed in many industries. We leverage a unique data set on retail sales from a leading Chinese cold-drink manufacturer and information on the firm’s salespeople assignment rule to measure the causal effect of salespeople on product revenue.

  Content Type(s): Staff research, Staff working papers JEL Code(s): L, L8, L81, M, M3, M5 Research Theme(s): Monetary policy, Real economy and forecasting, Structural challenges, Demographics and labour supply