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- W1617138384 abstract "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." @default.
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- W1617138384 date "1993-01-01" @default.
- W1617138384 modified "2023-09-26" @default.
- W1617138384 title "Chapter 14 Salesforce operations" @default.
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