Synopsis
A practical guide to choosing how many sales calls to make. It shows how a dynamic model can maximize a firm's profit from customer relationships.
Based on a formal model, the book focuses on customers with recurring needs and translates selling effort into probabilities of ordering and order size. It also explains how the firm can structure call policies across many accounts by grouping similar customers and focusing on key drivers of success.
This work explains how history and remembered sales effort shape current results, and how to implement the model in real-world sales planning. It discusses current customers versus prospects, and how aging prospects affects win rates and strategy.- Key variables include the probability of ordering and the size of an order, influenced by history, remembered effort, and current calls.
- The decision problem is framed as a Markov sequential decision process solved with Howard's algorithm.
- Differences between handling current customers and prospects, plus aging of prospects, are explored.
- Computational results from hypothetical data illustrate how policies differ across scenarios.
"synopsis" may belong to another edition of this title.
Other Popular Editions of the Same Title
Search results for A Dynamic Sales Call Policy Model (Classic Reprint)
Seller Image
A Dynamic Sales Call Policy Model (Classic Reprint)
Print on DemandSeller: Forgotten Books, London, United Kingdom
Seller rating 4 out of 5 stars
Paperback. Condition: New. Print on Demand. This book presents a groundbreaking model for determining optimal sales call policies, considering the impact of sales history, prospect age, and the combined effect of current and remembered sales effort on the probability of an order. The model provides a dynamic framework for analyzing sales call decision-making problems, offering insights into the factors that influence customer behavior and the effectiveness of sales efforts. By examining the interplay between these elements, this book challenges traditional approaches to sales call allocation and provides a systematic method for maximizing sales revenue. Its innovative approach has the potential to revolutionize sales management practices and improve the efficiency and effectiveness of sales operations. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book. print-on-demand item. Seller Inventory # 9781332258802_0
Buy New
US$ 17.62
Free Shipping
Ships from United Kingdom to U.S.A.
Ships from United Kingdom to U.S.A.
Quantity: Over 20 available
Stock Image
A Dynamic Sales Call Policy Model Classic Reprint
Seller: PBShop.store US, Wood Dale, IL, U.S.A.
Seller rating 5 out of 5 stars
PAP. Condition: New. New Book. Shipped from UK. Established seller since 2000. Seller Inventory # LW-9781332258802
Stock Image
A Dynamic Sales Call Policy Model Classic Reprint
Seller: PBShop.store UK, Fairford, GLOS, United Kingdom
Seller rating 5 out of 5 stars
PAP. Condition: New. New Book. Shipped from UK. Established seller since 2000. Seller Inventory # LW-9781332258802
Buy New
US$ 27.91
US$ 4.34 shipping
Ships from United Kingdom to U.S.A.
Ships from United Kingdom to U.S.A.
Quantity: 15 available