This study defines a framework for understanding the impact of sales force automation (SFA) on customer relationship management (CRM) processes from the perspective of information systems and motivation theories. Investigating the relationship between these processes, with sales activities as the common link, sheds new light on several crucial issues. To...Read more
We calibrate a segmented diffusion model by incorporating the knowledge of physicians’ prescription behavior using a sample of four product histories from the pharmaceutical industry. The results show that when compared to the standard diffusion with retention model, the segmented diffusion model based on the knowledge of physicians’ prescription behavior...Read more
The recession presents sales leadership with a critical challenge: driving sales growth in the face of collapsing demand and enormous expense-control pressure. How should sales management respond? In this webinar, Watson Wyatt Worldwide’s Kathy Ledford provides useful frameworks and decision models for thinking through the following questions: Should sales headcount...Read more
What salesperson attributes will be most important to customers in the future? Sales and marketing consulting firm Dechert-Hampe & Company launched a study in 2002 that attempted to find out on behalf of manufacturer sales forces and the retail sector customers they serve. DHC updated the research in 2007, and...Read more
Unproductive sales resources are a drain on sales growth, profitability and customer retention. Typically, the sales force’s least productive members are newly-deployed Sales Representatives – salespeople new to the organization, or experienced sellers recently re-deployed to new responsibilities. By shortening the time required to get new Sales Representatives up the...Read more

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