Judgment-based salesforce decision models are potential
ly useful analytical toolsfor salesforce deployment analysis.
However, limitations in existing models restrict the value of
current model applications. A synthesis of previous research
identifies several problems in obtaining accurate response
estimates using existing approaches. Specific model usage
situations and model development procedures are recom
mended to improve applications of existing judgment-based
salesforce decision models. A research agenda is discussed
to improve future model applications.
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