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Sales Force Sizing and Deployment Us...

Curtis, ellen.

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Sales Force Sizing and Deployment Using a Decision Calculus Model

Record Type:	Projected and video material : Monograph/item
Title/Author:	Sales Force Sizing and Deployment Using a Decision Calculus Model/ Produced by Institute for Operations Research and the Management Sciences.
other author:	Curtis, ellen.
Published:	Linthicum, MD :Institute for Operations Research and the Management Sciences :
Description:	1 computer laser optical disc :sd., col. ;4 3/4 in.
Notes:	At the head of title on container: INFORMS/CPMS
Series:	Edelman award for management science achievement;
Subject:	Management Science -

Sales Force Sizing and Deployment Using a Decision Calculus Model
Sales Force Sizing and Deployment Using a Decision Calculus Model[videorecording] /Produced by Institute for Operations Research and the Management Sciences. - Linthicum, MD :Institute for Operations Research and the Management Sciences - 1 computer laser optical disc :sd., col. ;4 3/4 in. - Edelman award for management science achievement;[v.35].

At the head of title on container: INFORMS/CPMS

Presentors, Leonard M. Lodish, Ellen Curtis, Michael Ness

A decision calculus model for sales force size and deployment was devised by Syntex managers, with a time horizon of three years. The model recommended large increases in sales force size, changes in sales force allocation of time to some products and market services and away from others. Model predictions proved to be more accurate than standard forecast and in financial terms resulted in increases of

VCD format.

US120.00Subjects--Topical Terms:

730897
Management Science

Sales Force Sizing and Deployment Using a Decision Calculus Model
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245 0 0 $a Sales Force Sizing and Deployment Using a Decision Calculus Model $h [videorecording] / $c Produced by Institute for Operations Research and the Management Sciences.
260 $a Linthicum, MD : $b Institute for Operations Research and the Management Sciences
300 $a 1 computer laser optical disc : $b sd., col. ; $c 4 3/4 in.
440 $a Edelman award for management science achievement; $v [v.35]
500 $a At the head of title on container: INFORMS/CPMS
500 $a Title on cassette and cassette case : 87.01 Syntex Laboratories, Inc.
511 0 $a Presentors, Leonard M. Lodish, Ellen Curtis, Michael Ness
520 $a A decision calculus model for sales force size and deployment was devised by Syntex managers, with a time horizon of three years. The model recommended large increases in sales force size, changes in sales force allocation of time to some products and market services and away from others. Model predictions proved to be more accurate than standard forecast and in financial terms resulted in increases of $2 5 million.
538 0 $a VCD format.
650 $a Management Science $3 730897
700 $a Curtis, ellen. $3 730933
700 $a Lodish, Leonard M. $3 730934
700 $a Ness, Michael. $3 730935
710 $a Institute of Management Science. $3 730896
740 0 1 $a Syntex Laboratories, Inc.