A Behavioral Simulation Model of Sales Planning and Control in a Datacommunications Company (Classic Reprint) - Hardcover

John D. W. Morecroft

Hardcover

ISBN 10: 0484243322 ISBN 13: 9780484243322

Publisher: Forgotten Books, 2018

Synopsis

Explore how a data-driven model shapes sales planning and growth.

This non-fiction work presents a behavioral simulation of sales planning and control in a datacommunications company. It shows how changes in product mix, time to sell, and compensation affect orders, revenue, and the size of the sales force.

Through scenario-based analysis, the book explains how policies and parameter choices drive the dynamic balance between large and small systems, and how a new product can create tension in sales objectives and spending. It also demonstrates how altered hiring and compensation policies can stabilize growth and improve forecastability.

• How revenue per sales hour depends on price and time to sale, and how to set conditions that equalize performance across product lines.
• How changes to time per sale and base orders influence sales objectives and actual orders over months.
• How compensation planning and time allocation interact to create or reduce competition for sales time.
• How policies like faster hiring or restrained points increases can improve growth and reduce fluctuations.

Ideal for readers of operations research, sales management, and systems thinking looking for practical insight into sales planning dynamics.

Edition details

• Publisher: Forgotten Books
• Publication date: 2018
• Language: English
• ISBN 10: 0484243322
• ISBN 13: 9780484243322
• Binding: Hardcover
• Number of pages: 65