Implementing a Multistage Salesforce Model in a Small Company

Summarizes the basic structure of a general multi‐stage salesforce model, and presents experiences in implementing that framework. Discusses the benefits of the use of such a model, and concludes that the key to success for a small company to be based on using subjective estimates of the needs of a firm in the absence of hard data and on operational involvement of decision makers.

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Year of publication:	1985
Authors:	Tansu Barker, A.
Published in:	European Journal of Marketing. - MCB UP Ltd, ISSN 1758-7123, ZDB-ID 2002936-6. - Vol. 19.1985, 5, p. 32-41
Publisher:	MCB UP Ltd
Subject:	Models \| Multi‐stage Sampling \| Salesforce \| Small firms

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000004737 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014724896