營(yíng)銷(xiāo)管理講義：銷(xiāo)售隊(duì)伍管理方法及模型-wenkub.com
2025-02-24 23:02 本頁(yè)面
【正文】 2023年 3月 下午 9時(shí) 30分 :30March 17, 2023 1業(yè)余生活要有意義，不要越軌。 21:30:0421:30:0421:30Friday, March 17, 2023 1知人者智，自知者明。 下午 9時(shí) 30分 4秒 下午 9時(shí) 30分 21:30: 楊柳散和風(fēng)，青山澹吾慮。 2023年 3月 17日星期五 下午 9時(shí) 30分 4秒 21:30: 1楚塞三湘接，荊門(mén)九派通。 21:30:0421:30:0421:303/17/2023 9:30:04 PM 1成功就是日復(fù)一日那一點(diǎn)點(diǎn)小小努力的積累。 2023年 3月 下午 9時(shí) 30分 :30March 17, 2023 1行動(dòng)出成果，工作出財(cái)富。 21:30:0421:30:0421:30Friday, March 17, 2023 1乍見(jiàn)翻疑夢(mèng)，相悲各問(wèn)年。 案例分析 SCM010727BJstrategic plan(GB) 17 案例： Syntex公司的銷(xiāo)售隊(duì)伍管理 ? Mid 80’s salesforce size was 433 reps, expanding by 30–40 per year. ? Salesforce currently allocated to: 7 Drugs Naprosyn, Anaprox, Norinyl, etc. 9 Physician Specialties Family practice, internal medicine OB/GYN, etc. by judgmental/historical norms. ? Questions: How large should the salesforce be? How should it be allocated across drugs (as well as physician specialties)? ? Approach: Judgmental estimation of response functions followed by optimization analyses. SCM010727BJstrategic plan(GB) 18 Calibration and Analysis Process Each management team member separately estimates a response function for each sales entry As a group, the management team members discuss and develop consensus estimates of response functions Run the model Test profit consequences of alternate scenarios Do results 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 +
畢業(yè)設(shè)計(jì)相關(guān)推薦
鄂ICP備17016276號(hào)-1