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A Management-Oriented Model for Allocating Sales Effort.

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  • Additional Information
    • Abstract:
      A model for sales territory analysis was developed in cooperation with sales executives of a large firm. It models field selling operations in a way which is intuitive to managers though using quantitative methods and computer simulation. It heavily weights judgmental inputs and explicitly models salesman-customer interaction and carryover effects of previous sales efforts. [ABSTRACT FROM AUTHOR]
    • Abstract:
      Copyright of Journal of Marketing Research (JMR) is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)