search query: @author Skiera, B. / total: 12
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| Author: | Albers, S. Skiera, B. |
| Title: | Einsatzplanung eines Verkaufsaussendienstes auf der Basis einer Umsatzreaktionsfunktion |
| Journal: | Zeitschrift für Betriebswirtschaft
2002 : NOV, VOL. 72:11, p. 1105-1132 |
| Index terms: | HUMAN RESOURCE MANAGEMENT MANAGERS SALESPEOPLE DECISION MAKING PROBLEM SOLVING |
| Language: | ger |
| Abstract: | The management of a salesforce involves the allocation of effort across customers, the alignment of sales territories, the determination of the right size and the motivation of the salespersons with the help of an equitable compensation scheme. Although quite different, all problems are strongly interrelated. In practice, however, managers solve the problems independently because managers of different levels are responsible for the decisions that are made also with different frequency over time. Since it is unrealistic to simultaneously solve all problems together it is proposed to separately solve them but to integrate all problems through the estimation of a joint sales response function. This allows for an assessment of the monetary consequences of all decisions as well as the derivation of optimal policies (original in German). |
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