Decision support systems for salesforce restructuring decisions

Abstract

Salesforce restructuring is occurring in many organizations throughout the world due to in tense global competition, shifting customer needs, distribution dynamics, and marketing productivity requirements. These changes create pressures for restructuring salesforce strategies. Decision support system (DSS) provide an analytical process for evaluating alternative policies for restructuring the sales organization. DSS also aids in selecting and Implementing new strategies that correspond to the contingencies that are creating pressures for modifying selling strategies. A model for analyzing the restructuring process is presented, and relevant criteria and salesforce issues are discussed for analyzing and designing a DSS for salesforce restructuring decisions.