DocumentCode
535808
Title
The 6P´s of Sales Resource Management
Author
Wang, Jun ; Lee, Nick ; Timothy, Alan
Author_Institution
Aston Bus. Sch., Aston Univ., Birmingham, UK
Volume
2
fYear
2010
fDate
9-10 Oct. 2010
Firstpage
150
Lastpage
153
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;
fLanguage
English
Publisher
ieee
Conference_Titel
Future Information Technology and Management Engineering (FITME), 2010 International Conference on
Conference_Location
Changzhou
Print_ISBN
978-1-4244-9087-5
Type
conf
DOI
10.1109/FITME.2010.5654715
Filename
5654715
Link To Document