Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/57427 
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dc.contributor.authorBielecki, Andreen
dc.contributor.authorAlbers, Sönkeen
dc.contributor.authorMantrala, Muralien
dc.date.accessioned2012-04-23T09:12:19Z-
dc.date.available2012-04-23T09:12:19Z-
dc.date.issued2012-
dc.identifier.urihttp://hdl.handle.net/10419/57427-
dc.description.abstractA key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm’s sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable directions for improving productivity of relatively inefficient performers. We propose to do this by utilizing measures of two fundamental attributes of a salesperson’s controllable work activity as inputs in a DEA (data envelopment analysis) – based procedure: how hard and how smart s/he works. The suggested metrics are derived in an empirical application using archival sales response data from a pharmaceutical company sales force. The application shows that, on average, working smart has larger effects on sales than working hard. In comparison to a conventional DEA benchmarking that simply uses raw sales calls as input measures, the proposed model that uses more ‘processing’ of the sales response data to derive working smart and hard input measures shows much larger potential for efficiency improvement and offers more meaningful and actionable guidance for improving sales force productivity.en
dc.language.isoengen
dc.publisher|aZBW - Leibniz-Informationszentrum Wirtschaft |cKiel, Hamburgen
dc.relation.ispartofseries|aArbeitspapiere des Instituts für Betriebswirtschaftslehre der Universität Kielen
dc.subject.jelM30en
dc.subject.jelM10en
dc.subject.ddc650en
dc.subject.keywordWorking Smarten
dc.subject.keywordWorking Harden
dc.subject.keywordSalesperson Benchmarkingen
dc.subject.keywordData Envelopment Analysisen
dc.subject.keywordEfficiency Analysisen
dc.subject.stwLeistungsbeurteilungen
dc.subject.stwVerkaufspersonalen
dc.subject.stwBenchmarkingen
dc.subject.stwData-Envelopment-Analyseen
dc.subject.stwProduktivitäten
dc.titleSalesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?-
dc.typeWorking Paperen
dc.identifier.ppn715667718en
dc.rightshttp://www.econstor.eu/dspace/Nutzungsbedingungenen
dc.identifier.repecRePEc:zbw:esprep:57427en

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