Personal Selling Decisions (Classic Reprint)
Language: English
Published by Forgotten Books, 2024
- Softcover
- New
Seller: Forgotten Books, London, United KingdomForgotten Books
AbeBooks seller since June 2, 2021
Condition: New
£ 14.57
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Print on Demand. This book explores the intricate world of personal selling, examining the multifaceted role it plays in the marketing mix and its impact on consumer purchasing decisions. The author delves into the theoretical foundations of sales force optimization, offering practical models for determining the optimal size and allocation of sales teams. Through a comprehensive analysis of historical data, field experimentation, and simulation techniques, the book provides actionable insights into how sales effort can be effectively directed to maximize revenue. The author also examines the complexities of customer and territorial allocation, addressing challenges such as heterogeneity among customers and geographic dispersion. This book is an invaluable guide for practitioners seeking to refine their sales strategies and improve their sales force performance. Its rigorous approach and practical orientation make it an essential resource for anyone seeking to optimize the effectiveness of their personal selling efforts. 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.…
Seller Inventory # 9781333764876_0
- Title
- Personal Selling Decisions (Classic Reprint)
- Author
- David Bruce Montgomery, Glen Lee Urban
- Publisher
- Forgotten Books
- Publication year
- 2024
- Condition
- New
- Book Type
- print-on-demand item
- Binding
- Paperback
- Language
- English
- ISBN 10
- 1333764871
- ISBN 13
- 9781333764876
- Seller catalogs
- Marketing
In the previous three chapters of this book the marketing mix elements of advertising, price, and distribution have been considered. One other major controllable marketing variable remains. This is personal selling. In spite of the fact that it is the largest single item in the marketing budgets of most firms, personal selling continues to be an illusive and poorlv under stood element of the marketing program. Only a small number of analytical or management science efforts have been reported during the past fifteen years. However, developments in marketing information systems and in the technical aspects of management science can be expected to expand both the need for and potential of management science approaches in this important marketing decision area. Thus the time is ripe for an accelerated application and development of management science models in this rather neglected area of marketing management.
In this chapter attention will focus upon sales force decisions. The major decision areas are structured in Figure 7 - 1. The first step in the decision process is to recognize the role of personal selling in the firm's total marketing program and to establish goals or criteria for use in sales force decision making. After the criteria for the evaluation of decision alternatives have been specified, a resource commitment to the personal selling effort must be established. This total resource commitment involves setting the sales budget and determining the size of the sales force.
After a preliminary budget has been established the problem of allocating the sales resources must be attacked; 'the sales effort must be allocated along three dimensions: (1) customers, (2) sales territories.
About the Publisher
Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com
This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
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Forgotten Books
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Forgotten Books’ Classic Reprint Series utilizes the latest technology to regenerate facsimiles of historically important writings. Careful attention has been made to accurately preserve the original format of each page whilst digitally enhancing the quality of the aged text.
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FB &c Ltd
Dalton House, 60 Windsor Avenue
London, United Kingdom SW19 2RR
Forgotten Books publishes hundreds of thousands of rare and classic books.
This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
This text has been digitally restored from a historical edition. Some errors may persist, however we consider it worth publishing due to the work's historical value.
The digital edition of all books may be viewed before purchase if you request a sample.
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