Is it possible to evaluate the payoff from a prospective customer and then use this to decide how to allocate the effort of a sales team? The answer is yes, but to be realistic some measure of the risks involved in heavy commitments to a few prospects must be considered. This article examines some aspects of the management of a sales force handling specialized goods, such as computers.
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References
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RichardE. Bellman, and DreyfusStuart E., Applied Dynamic Programming, Princeton, N. J.: Princeton University Press, 1962.
2.
MarkowitzH., Portfolio Selection, Cowles Commission Monograph No. 16, New York: John Wiley & Sons, 1959.
