The 6P's of sales resource management

Jun Wang; Nick Lee; Alan Timothy

doi:10.1109/FITME.2010.5654715

The 6P's of sales resource management

Jun Wang^*, Nick Lee, Alan Timothy

^*Corresponding author for this work

Research output: Chapter in Book/Published conference output › Conference publication

Abstract

This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P's strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges.

Original language	English
Title of host publication	FITME 2010 - 2010 International Conference on Future Information Technology and Management Engineering
Subtitle of host publication	proceedings
Editors	Qingyuan Zhou
Publisher	IEEE
Pages	150-153
Number of pages	4
Volume	2
ISBN (Electronic)	978-1-4244-9089-9 , 978-1-4244-9087-5
ISBN (Print)	978-1-4244-9088-2
DOIs	https://doi.org/10.1109/FITME.2010.5654715
Publication status	Published - 2010
Event	2010 International Conference on Future Information Technology and Management Engineering - Changzhou, China Duration: 9 Oct 2010 → 10 Oct 2010

Conference

Conference	2010 International Conference on Future Information Technology and Management Engineering
Abbreviated title	FITME 2010
Country/Territory	China
City	Changzhou
Period	9/10/10 → 10/10/10

Keywords

6P's
DSMT framework
sales resource management

Access to Document

10.1109/FITME.2010.5654715

Cite this

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title = "The 6P's of sales resource management",

abstract = "This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P's strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges.",

keywords = "6P's, DSMT framework, sales resource management",

author = "Jun Wang and Nick Lee and Alan Timothy",

year = "2010",

doi = "10.1109/FITME.2010.5654715",

language = "English",

isbn = "978-1-4244-9088-2",

volume = "2",

pages = "150--153",

editor = "Qingyuan Zhou",

booktitle = "FITME 2010 - 2010 International Conference on Future Information Technology and Management Engineering",

publisher = "IEEE",

address = "United States",

note = "2010 International Conference on Future Information Technology and Management Engineering, FITME 2010 ; Conference date: 09-10-2010 Through 10-10-2010",

}

Wang, J, Lee, N & Timothy, A 2010, The 6P's of sales resource management. in Q Zhou (ed.), FITME 2010 - 2010 International Conference on Future Information Technology and Management Engineering: proceedings. vol. 2, IEEE, pp. 150-153, 2010 International Conference on Future Information Technology and Management Engineering, Changzhou, China, 9/10/10. https://doi.org/10.1109/FITME.2010.5654715

TY - GEN

T1 - The 6P's of sales resource management

AU - Wang, Jun

AU - Lee, Nick

AU - Timothy, Alan

PY - 2010

Y1 - 2010

N2 - This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P's strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges.

AB - This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P's strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges.

KW - 6P's

KW - DSMT framework

KW - sales resource management

UR - http://www.scopus.com/inward/record.url?scp=78651461141&partnerID=8YFLogxK

UR - http://ieeexplore.ieee.org/document/5654715/

U2 - 10.1109/FITME.2010.5654715

DO - 10.1109/FITME.2010.5654715

M3 - Conference publication

AN - SCOPUS:78651461141

SN - 978-1-4244-9088-2

VL - 2

SP - 150

EP - 153

BT - FITME 2010 - 2010 International Conference on Future Information Technology and Management Engineering

A2 - Zhou, Qingyuan

PB - IEEE

T2 - 2010 International Conference on Future Information Technology and Management Engineering

Y2 - 9 October 2010 through 10 October 2010

ER -

The 6P's of sales resource management

Abstract

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Keywords

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