Please use this identifier to cite or link to this item: https://ptsldigital.ukm.my/jspui/handle/123456789/773553
Title: Decision support systems for salesforce restructuring decisions
Authors: David W. Cravens
Raymond W. LaForge
Thomas N.Ingram
Editors: William Lazer
Eric H. Shaw
Chow-Hou Wee
Conference Name: International Conference Series Volume IV 1989
Keywords: Salesforce restructuring
Restructuring process
Conference Date: 1989-07-16
Conference Location: National University of Singapore, Singapore
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.
ISBN: 0-939783-01-0
Pages: 346-350
Call Number: HF5411.B52 1989 katsem
Publisher: Academy of Marketing Science
Appears in Collections:Seminar Papers/ Proceedings / Kertas Kerja Seminar/ Prosiding

Files in This Item:
There are no files associated with this item.


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.