Chapter 14 Salesforce operations

Publisher Summary Sales management is a very important management function which has, to date, been relatively under-researched. Though the problems facing managers are well defined, the interactive nature of decision areas and personal factors involved in managing a sales force present a number of challenges to quantitative model builders. Managers face a number of difficult decision problems when managing the sales force. These decisions range from the allocation of the selling effort, sales force sizing and territory design to salesperson evaluation, motivation and compensation. Given the cost of hiring, training and maintaining a sales force, making effective decisions in each of these areas is imperative. To aid managers, several model-based approaches to addressing many of these issues have been developed. The implementation focus of some of the more successful models has had a profound effect on practicing managers. In fact, few areas of marketing can boast of more implementations of specific models.

[1]  Richard C. Morey,et al.  Evaluating and Improving Resource Allocation for Navy Recruiting , 1980 .

[2]  Dominique M. Hanssens,et al.  Modeling Marketing Interactions with Application to Salesforce Effectiveness , 1987 .

[3]  Richard Staelin,et al.  Judgment Based Marketing Decision Models: Problems and Possible Solutions , 1981 .

[4]  Basheer M. Khumawala,et al.  Reconfiguration of an Insurance Company's Sales Regions , 1984 .

[5]  Adrian B. Ryans,et al.  Territory Sales Response , 1979 .

[6]  Hubert A. Zielske.  The remembering and forgetting of advertising. , 1959 .

[7]  Raymond R. Burke,et al.  Developing Marketing Expert Systems: An Application to International Negotiations , 1989 .

[8]  A. Zoltners,et al.  Sales Territory Alignment: A Review and Model , 1983 .

[9]  Vijay Mahajan,et al.  Advertising Pulsing Policies for Generating Awareness for New Products , 1986 .

[10]  L. Goldberg,et al.  Recruiters, advertising, and navy enlistments , 1982 .

[11]  Leonard J. Parsons,et al.  Analysis of Sales Call Effectiveness , 1981 .

[12]  William W. Cooper,et al.  Evaluating Program and Managerial Efficiency: An Application of Data Envelopment Analysis to Program Follow Through , 1981 .

[13]  Leonard M. Lodish,et al.  CALLPLAN: An Interactive Salesman’s Call Planning System , 1971 .

[14]  James C. McElroy,et al.  Causal Attributions and Expectancy Estimates: A Framework for Understanding the Dynamics of Salesforce Motivation , 1986 .

[15]  Charles B. Weinberg,et al.  An expert system predevelopment test for assessment of sales territory difficulty , 1990 .

[16]  Prabhakant Sinha,et al.  The Multiple-Choice Knapsack Problem , 1979, Oper. Res..

[17]  Arvind Rangaswamy,et al.  An Integrated Model-Based Approach for Sales Force Structuring , 1990 .

[18]  James M. Comer.  ALLOCATE: A COMPUTER MODEL FOR SALES TERRITORY PLANNING , 1974 .

[19]  Barton A. Weitz,et al.  Knowledge, motivation, and adaptive behavior : a framework for improving selling effectiveness , 1986 .

[20]  Shelby H. McIntyre,et al.  An Experimental Study of the Impact of Judgment-Based Marketing Models , 1982 .

[21]  John M. McCann,et al.  Estimating the Confidence Interval for the Optimal Marketing Mix: An Application to Lead Generation , 1983 .

[22]  Ambar G. Rao,et al.  The Navy Enlistment Marketing Experiment , 1985 .

[23]  Charles B. Weinberg,et al.  Sales Force Management: Integrating Research Advances , 1981 .

[24]  Dominique M. Hanssens,et al.  An Econometric Study of Recruitment Marketing in the U.S. Navy , 1983 .

[25]  L. Lodish,et al.  Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories , 1988 .

[26]  Sidney W. Hess,et al.  Experiences with a Sales Districting Model: Criteria and Implementation , 1971 .

[27]  Leonard M. Lodish,et al.  Sales Territory Alignment to Maximize Profit , 1975 .

[28]  James R. Freeland,et al.  S-Shaped Response Functions: Implications for Decision Models , 1980 .

[29]  D. Clarke.  Econometric Measurement of the Duration of Advertising Effect on Sales , 1976 .

[30]  Leonard M. Lodish,et al.  Commentary on “Judgment Based Marketing Decision Models” , 1981 .

[31]  Raymond W. LaForge,et al.  Improving judgment-based salesforce decision model applications , 1989 .

[32]  R. Darmon.  Identifying Sources of Turnover Costs: A Segmental Approach , 1990 .

[33]  Gilbert A. Churchill,et al.  The determinants of salesperson performance: A meta-analysis. , 1985 .

[34]  Glen L. Urban,et al.  Management Science in Marketing , 1970 .

[35]  G. Lilien,et al.  Marketing Decision Making: A Model Building Approach , 1984 .

[36]  Adrian B. Ryans,et al.  Territory Sales Response Models: Stability over Time , 1987 .

[37]  Ralph L. Day,et al.  A Management-Oriented Model for Allocating Sales Effort , 1977 .

[38]  G. M. Armstrong.  The Schedule Model and the Salesman's Effort Allocation , 1976 .

[39]  C. Beswick,et al.  A Multistage Decision Model for Salesforce Management , 1977 .

[40]  A. Rao,et al.  The BB/NBD + 1 Model Applied to Rotation Policy , 1991 .

[41]  Leonard M. Lodish,et al.  Evaluation of the Effectiveness of a Model Based Salesman's Planning System by Field Experimentation , 1977 .

[42]  Prabhakant Sinha,et al.  Integer Programming Models for Sales Resource Allocation , 1980 .

[43]  Philip S. Chong,et al.  An Optimal Algorithm for Sales Representative Time Management , 1979 .

[44]  R. E. Turner,et al.  Sales Territory Design: An Integrated Approach , 1975 .

[45]  Norman Crolee Dalkey,et al.  An experimental study of group opinion , 1969 .

[46]  Leonard M. Lodish,et al.  A User-Oriented Model for Sales Force Size, Product, and Market Allocation Decisions , 1980 .

[47]  Ambar G. Rao,et al.  Implications of Salesforce Productivity Heterogeneity and Demotivation: A Navy Recruiter Case Study , 1986 .