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.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
