銷售隊伍管理方法及模型-資料下載頁
2025-01-12 17:27本頁面
【正文】 lts make sense? Can they be implemented? Implement resource allocation decisions Monitor and evaluate sales performance Yes No SCM010727BJstrategic plan(GB) 19 分析結(jié)論 Base Case: 430 reps $222MM profit Optimal: 747 reps $280MM profit Reallocation: 430 reps $266MM profit ?$58MM profit= $44MM in reallocation + …………… $14MM from increased size of salesforce SCM010727BJstrategic plan(GB) 20 分析結(jié)論 ?Added about 100 sales people per year. ?Saw increase of profit of about $24 millions. ?Management claims that it left $36 millions “on the table” by not focusing on Naprosyn, spending too much effort on oral contraceptives. ?Was this a sizing or resource allocation problem? ME helps us determine SCM010727BJstrategic plan(GB) 21 1 Select geographic control units 2 Decide on allocation criteria 3 Choose starting points 4 Combine control units adjacent to starting points 5 Compare territories on allocation criteria 6 Assign salespeople to new territories Events triggering sales territory adjustments Mergers Division consolidation Division split Sales force turnover Plant relocations Product line changes Revise territory boundaries to balance workload and potentia
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