An approach for allocating sales call effort

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Abstract

This article describes a conceptual framework for developing a sales call effort allocation plan that considers, on an account-by-account basis, a variety of influences on the productivity of sales effort. The inputs needed for using the framework are jointly provided by sales managers and sales-people. A practical illustration of the framework is provided, and the benefits and limitations of the framework are discussed.

Original languageEnglish (US)
Pages (from-to)75-79
Number of pages5
JournalIndustrial Marketing Management
Volume11
Issue number1
DOIs
StatePublished - Feb 1982

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ASJC Scopus subject areas

  • Marketing

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