Controlling Risk and Return in the Management of a Sales Team

Open Access

1 August 1968

journal article
research article
Published by SAGE Publications in Journal of Marketing Research

Vol. 5 (3) , 277-282
https://doi.org/10.1177/002224376800500305

Abstract

Is it possible to evaluate the payoff from a prospective customer and then use this to decide how to allocate the effort of a sales team? The answer is yes, but to be realistic some measure of the risks involved in heavy commitments to a few prospects must be considered. This article examines some aspects of the management of a sales force handling specialized goods, such as computers.

Keywords

TEAM
HANDLING
RETURN
HEAVY
REALISTIC
GOODS
ANSWER
PAYOFF
DECIDE
SPECIALIZED

This publication has 1 reference indexed in Scilit:

Applied Dynamic Programming
Published by Walter de Gruyter GmbH ,1962