The 6P's of sales resource management

Jun Wang*, Nick Lee, Alan Timothy

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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 languageEnglish
Title of host publicationFITME 2010 - 2010 International Conference on Future Information Technology and Management Engineering
Subtitle of host publicationproceedings
EditorsQingyuan Zhou
PublisherIEEE
Pages150-153
Number of pages4
Volume2
ISBN (Electronic)978-1-4244-9089-9 , 978-1-4244-9087-5
ISBN (Print)978-1-4244-9088-2
DOIs
Publication statusPublished - 2010
Event2010 International Conference on Future Information Technology and Management Engineering - Changzhou, China
Duration: 9 Oct 201010 Oct 2010

Conference

Conference2010 International Conference on Future Information Technology and Management Engineering
Abbreviated titleFITME 2010
CountryChina
CityChangzhou
Period9/10/1010/10/10

Keywords

  • 6P's
  • DSMT framework
  • sales resource management

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  • Cite this

    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, pp. 150-153). IEEE. https://doi.org/10.1109/FITME.2010.5654715