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@article{Skiera.2008,
 abstract = {The time and budgets that managers can devote to enhancing sales force productivity are limited, so sales managers must decide where it is worthwhile to invest in productivity improvements---to improve salespeople's current effort allocation, realign territories, enhance sales force sizing, or provide more training. To prioritize these alternatives, management must assess the outcomes of investments on the basis of a common metric---profit. This paper proposes to estimate a core sales response function that allows for quantifying the profits derived from each possible action and demonstrates the benefits of this approach through an actual case study.},
 author = {Skiera, Bernd and Albers, S{\"o}nke},
 year = {2008},
 title = {Prioritizing sales force decision areas for productivity improvements using a core sales response function},
 pages = {145--154},
 volume = {28},
 number = {2},
 issn = {0885-3134},
 journal = {Journal of Personal Selling and Sales Management},
 doi = {10.2753/PSS0885-3134280203}
}