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| Author: | Horsky, D. Nelson, P. |
| Title: | Evaluation salesforce size and productivity through efficient frontier benchmarking |
| Journal: | Marketing Science
1997 : VOL. 16:1, p. 301-320 |
| Index terms: | EVALUATION SALESPEOPLE PRODUCTIVITY |
| Language: | eng |
| Abstract: | Many firms are critically dependent on their salesforce to inform consumers about their products and to perform sales transactions. The results achieved by the salesforce are dependent upon its size, geographic breakup, and the allocation of individual salespeople's time to specific types of consumers and to specific product line items. A methodology that can identify the facets of a firm's salesforce operations that are ripe for improvement can be a key to increased profitability. |
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