486銷售隊伍管理方法及模型(ppt21)-銷售管理(參考版)
2024-08-18 13:33本頁面
【正文】 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 + …………… $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
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