Die Adoption quantitativer Methoden zur Ressourcenoptimierung im Vertrieb

Decisions about where and how much sales resources are deployed are often made in business practice based on intuition or historical data. Many sales teams are too small, the potential of sales territories varies significantly, and the frequency of customer visits is not optimal. Arne Gausepohl compiles quantitative methods from sales literature that can assist sales managers in resource allocation. Through case studies from three industries, he demonstrates the application possibilities of these methods and examines the obstacles to their implementation. His work thus establishes an important bridge between science and sales practice. It highlights that there are still significant growth and productivity reserves in sales. The WHU on Sales - Research Series publishes practical research on sales. It is aimed at researchers, students, and scientifically interested managers in sales and marketing.