Concepedia

Sales Force Sizing

Sales Force Sizing is an analytical method in sales operations that determines the optimal number of sales representatives required to effectively cover a given market, balancing revenue potential against resource costs.

4

Publications

229

Citations

9

Authors

4

Institutions

Publications per year

2017–2026

0

Parents

Publications

4

Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories

Leonard M. Lodish, E.J.C. Curtis, M P Ness et al. · INFORMS Journal on Applied Analytics · 1988 · 109 citations

, , +17

Fast Approximation Methods for Sales Force Deployment

Andreas Drexl, Knut Haase · Management Science · 1999 · 79 citations

, , +17

Prioritizing Sales Force Decision Areas for Productivity Improvements using a Core Sales Response Function

Bernd Skiera, Sönke Albers · Journal of Personal Selling and Sales Management · 2008 · 28 citations

, , +16

Salespeople's management of customer information: Impact on optimal territory and sales force sizes

René Y. Darmon · European Journal of Operational Research · 2002 · 13 citations

, , +11

A Quantitative Method for Structuring a Profitable Sales Force

C. Davis Fogg, Josef W. Rokus · Journal of Marketing · 1973 · 10 citations

, , +8

1–5 of 4

Authors

9

  1. LM
    Leonard M. Lodish

    University of Pennsylvania, United States

    1 publications · 109 citations

    1

    h-index

  2. MK
    M. Kerry Simpson

    University of Pennsylvania, United States

    1 publications · 109 citations

    1

    h-index

  3. EC
    E.J.C. Curtis

    UK Centre for Ecology & Hydrology, United Kingdom

    1 publications · 109 citations

    1

    h-index

  4. AD
    Andreas Drexl

    Christian-Albrechts-Universität zu Kiel, Germany

    1 publications · 79 citations

    1

    h-index

  5. SA
    Sönke Albers

    Christian-Albrechts-Universität zu Kiel, Germany

    1 publications · 28 citations

    1

    h-index

1–5 of 9

Institutions

4

  1. Christian-Albrechts-Universität zu Kiel

    Kiel, Germany

    1 h-index

    2 publications

    158 citations

  2. University of Pennsylvania

    Philadelphia, United States

    1 h-index

    1 publications

    109 citations

  3. CY Cergy Paris Université

    Cergy-Pontoise, France

    1 h-index

    1 publications

    13 citations

  4. École Supérieure des Sciences Économiques et Commerciales

    Cergy, France

    1 h-index

    1 publications

    13 citations

  5. Corning (United States)

    Corning, United States

    1 publications

    10 citations

  6. Corning Museum of Glass

    Corning, United States

    1 publications

    10 citations

1–6 of 4

Venues

  1. INFORMS Journal on Applied Analytics

    1 publications · 109 citations

    1

    h-index

  2. Journal of Personal Selling and Sales Management

    JPSSM · 1 publications · 28 citations

    1

    h-index

  3. Management Science

    1 publications · 79 citations

    1

    h-index

  4. European Journal of Operational Research

    1 publications · 13 citations

    1

    h-index

  5. Journal of Marketing

    JM · 1 publications · 10 citations

1–5