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| Author: | Darmon, R. Y. |
| Title: | Identifying sources of turnover costs: a segmental approach |
| Journal: | Journal of Marketing
1990 : APR, VOL. 54:2, p. 46-56 |
| Index terms: | SALESMEN LABOUR TURNOVER SALES MANAGEMENT DISMISSAL COSTS PROFIT PERSONNEL MANAGEMENT |
| Language: | eng |
| Abstract: | A previously /Darmont 1982/ proposed framework is used to help sales managers to assess the long-run profit impact of salesforce turnover. Turnover is broken down into the following categories: voluntary leaving, dismissals, promotions, uncontrollable leaving. A conceptual model is presented involving various costs and benefits. Salesforce is considered a dynamic system and described in mathematical terms. Application of the model is illustrated with a case study. Expected state of salesforce, expected turnover and profit impact after elimination of various turnover causes are presented, costs of salesforce turnover are analysed. Salesforce segments that are most promising can be selected, and specific cost saving program can be planned. |
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