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- W1964902639 abstract "Abstract An analytical approach for redeploying selling effort in salesforces is developed and illustrated. In stage 1, effort estimates are obtained using a strategic grid model and incorporated into a multiple-determinant sales response function. Stage 2 uses a computational algorithm to generate recommended effort guidelines for assigned accounts. Validity assessments for evaluating the deployment guodelines are presented." @default.
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- W1964902639 date "1990-05-01" @default.
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- W1964902639 title "Sequential modeling approach for redeploying selling effort in field salesforces" @default.
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- W1964902639 doi "https://doi.org/10.1016/0148-2963(90)90014-5" @default.
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