Title :
The 6P´s of Sales Resource Management
Author :
Wang, Jun ; Lee, Nick ; Timothy, Alan
Author_Institution :
Aston Bus. Sch., Aston Univ., Birmingham, UK
Abstract :
This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P´s strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges.
Keywords :
sales management; strategic planning; 6P strategy; CAPS challenges; DSMT framework; concentration attrition performance and spend; data driven approach; diagnosis strategy metrics and tools framework; field sales management; sales resource management; Benchmark testing; Marketing and sales; Pipelines; Productivity; Variable speed drives; Web sites; 6P´s; DSMT framework; Sales Resource Management;
Conference_Titel :
Future Information Technology and Management Engineering (FITME), 2010 International Conference on
Conference_Location :
Changzhou
Print_ISBN :
978-1-4244-9087-5
DOI :
10.1109/FITME.2010.5654715
