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Journal of Personal Selling & Sales Management Volume 3, 1983 - Issue 2
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Original Articles

Increasing Sales Productivity Through Improved Sales Call Allocation Strategies

Raymond W. LaForge Raymond W. LaForge (D.B.A., University of Tennessee) is Assistant Professor of Marketing at Oklahoma State University. His research interests are in sales management and industrial marketing with publications appearing in the Journal of Business Research, Industrial Marketing Management, Journal of Personal Selling & Sales Management, and the Proceedings of the American Marketing Association, American Institute for Decision Sciences, Transportation Research Forum, and Southern Marketing Association.
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Clifford E. Young Clifford E. Young (Ph.D., University of Utah) is Assistant Professor of Marketing at Oklahoma State University. His research interests include personal selling and sales management, industrial buyer behavior, and quantitative applications in research, with publications appearing in Proceedings of the American Marketing Association, Association for Consumer Research, and Southwestern Marketing Association.
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B. Curtis Hamm B. Curtis Hamm (Ph.D., University of Texas) is Professor of Marketing at Oklahoma State University. His research interests are in the areas of marketing strategy and international marketing. His publications appear in the Journal of Marketing Research, Journal of Advertising Research, Personnel, and Proceedings of the American Marketing Association, Southwestern Marketing Association, and Southern Marketing Association.
Pages 52-59 | Published online: 24 Oct 2013

References

  • Abell, Derek F. and John S. Hammond (1979), Strategic Market Planning: Problems and Analytical Approaches, Englewood Cliffs, NJ: Prentice-Hall Inc.
  • Beswick, Charles A. and David W. Cravens (1977), “A Multistage Decision Model for Salesforce Management,” Journal of Marketing Research, 14(May), 135–144.
  • Churchill, Gilbert A., Jr., Neil M. Ford, and Orville C. Walker, Jr. (1981), Sales Force Management: Planning, Implementation, and Control, Homewood, IL: Richard D. Irwin, Inc.
  • Cravens, David W. (1979), “Salesforce Decision Models: A Comparative Assessment,” in Sales Management: New Developments from Behavioral and Decision Model Research, Richard P. Bagozzi, ed., Cambridge, MA: Marketing Science Institute, 310–324.
  • LaForge, Raymond W. (1980), “Salesforce Decision Models: Trends in the 1970's, Directions for the 1980's,” Proceedings, Southern Marketing Association.
  • LaForge, Raymond W. and David W. Cravens (1981–1982), “A Market Response Model for Sales Management Decision Making,” Journal of Personal Selling & Sales Management, II (Fall/Winter), 10–16.
  • LaForge, Raymond W. (1982a), “Steps in Selling Effort Deployment,” Industrial Marketing Management, 11(August), 183–194.
  • LaForge, Raymond W. (1982b), “An Approach for Implementing Salesforce Decision Models,” Proceedings, American Marketing Association.
  • Lodish, Leonard M. (1971), “CALLPLAN: An Interactive Salesman's Call Planning System,” Management Science, 18(December), 25–40.
  • Parasuraman, A. (1982), “An Approach for Allocating Sales Call Effort,” Industrial Marketing Management, 11(February), 75–80.

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