TITLE

AN INTEGRATION MODEL-BASED APPROACH FOR SALES FORCE STRUCTURING

AUTHOR(S)
Rangaswamy, Arvind; Sinha, Prabhak Ant; Zoltners, Andris
PUB. DATE
September 1990
SOURCE
Marketing Science;Fall90, Vol. 9 Issue 4, p279
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This paper analyzes the problem of designing the structure of multiproduct sales forces selling in an environment where purchase decisions are made on a straight rebuy or modified rebuy basis. It addresses two key issues pertaining to structure: How many sales forces should the firm have and which products should be assigned to each sales force? First, the key determinants of sales force structure are identified and described. Next, a mathematical programming model is formulated that can aid firms in designing the structure of their multiproduct sales force. An application is then described in detail including sales response specification, parameter estimation, solution procedure, and model implementation. Insights from several of the numerous implementations of the model in the pharmaceutical industry are also summarized.
ACCESSION #
4475981

 

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