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Research papers

Efficiency analysis of a sales force

The purpose of this paper is to describe a method whereby the problem of salesforce efficiency can be solved. We have discovered how to deduce simple rules from available quantitative data and how the application of these rules can lead to a coherent...

Catalogue: ESOMAR Congress 1975: Quality In Research
Author: Didier Truchot
August 1, 1975
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Citation

Truchot, D. (1975a, August 01). Efficiency analysis of a sales force. ANA - ESOMAR. Retrieved April 28, 2024, from


https://ana.esomar.org/documents/efficiency-analysis-of-a-sales-force


Research papers

An assortment-index in a comprehensive shopping model

In retail management a distinction is made between controllable tools of adaptation (e.g., price, personal selling, channels of distribution, and location) and non-controllable environmental aspects (e.g., demand, competition, structure of...

Catalogue: Seminar 1975: Product Range Policy In Retailing And Co-operation With Manufacturers
Authors: A. A. Ruitenberg, Leonardus Hendrik Klaassen
August 1, 1975
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Citation

Ruitenberg and Klaassen (1975a, August 01). An assortment-index in a comprehensive shopping model. ANA - ESOMAR. Retrieved April 28, 2024, from


https://ana.esomar.org/documents/an-assortment-index-in-a-comprehensive-shopping-model


Research papers

Some reflections on article range selection

This paper is aimed at exploring some of the forces that influence the retailer when he tries to compose or change his particular article range selection. In this, as I will endeavour to show, he has an only limited leeway and he is the child of his...

Catalogue: Seminar 1975: Product Range Policy In Retailing And Co-operation With Manufacturers
Author: Anton Casper Rudolphus Dreesmann
August 1, 1975
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Citation

Dreesmann, A. C. (1975a, August 01). Some reflections on article range selection. ANA - ESOMAR. Retrieved April 28, 2024, from


https://ana.esomar.org/documents/some-reflections-on-article-range-selection


Research papers

Efficiency analysis of a sales force (French)

The purpose of this paper is to describe a method whereby the problem of salesforce efficiency can be solved. We have discovered how to deduce simple rules from available quantitative data and how the application of these rules can lead to a coherent...

Catalogue: ESOMAR Congress 1975: Quality In Research
Author: Didier Truchot
August 1, 1975
×

Citation

Truchot, D. (1975a, August 01). Efficiency analysis of a sales force (French). ANA - ESOMAR. Retrieved April 28, 2024, from


https://ana.esomar.org/documents/efficiency-analysis-of-a-sales-force-french-