Excerpt from A Dynamic Sales Call Policy Model In spite of the fact that personal selling is the largest single item in the marketing budgets of most firms, only a handful of analytical attacks upon personal selling decision problems have been reported in the literature.1 While certain characteristics of personal selling decision problems, sales managers, and management scientists have contributed to this dearth of progress, the time seems ripe for a concerted effort on the part of management scientists to assist the sales ...
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Excerpt from A Dynamic Sales Call Policy Model In spite of the fact that personal selling is the largest single item in the marketing budgets of most firms, only a handful of analytical attacks upon personal selling decision problems have been reported in the literature.1 While certain characteristics of personal selling decision problems, sales managers, and management scientists have contributed to this dearth of progress, the time seems ripe for a concerted effort on the part of management scientists to assist the sales manager in the solution of certain. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at ... This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
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