% This file was created with Citavi @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} }