A Study of Sales Operations
Lecture notes in economics and mathematical systemsPublished 1 January 1976
Arthur A. Brown, Frank T. Hulswit, John D. Kettelle
Citations27
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Abstract
In a case study an experiment is executed to determine customer responses to various levels of effort. The experiment shows how much effort should be assigned to get customers, and how much to hold customers. The effort required, and the probabilities of success, determine the proper allocation of accounts to salesmen. By referring to the graph of customer size distribution, sizes of sales forces resulting from various allowed percentages for sales expense are derived. In addition, one method is presented for evaluating the expected profits from improved customer service.
Keywords
Business, Management and Accounting