Saturday, March 24, 2012

Sales Force Productivity Improvement - An Industrial Engineering Activity

Industrial engineering is human effort engineering and system efficiency engineering. Industrial engineering takes care of efficiency dimension of management in all activities and functions of an organization. Efficiency improvement takes place through employment of latest efficiency improving technologies as well as efficiency improvements brought about by special studies within the organization and efficiency improvement carried out by various managers, supervisors and operators. Industrial engineering is responsible for all these ways of efficiency engineering of an enterprise.

Industrial engineering has a responsibility to help sales and marketing managers to improve the efficient of sales force.

References for Sales Force Productivity

http://www.crmsoftwareblog.com/2012/02/sales-people-are-more-productive-when-crm-goes-social/  23 February 2012

The New Science of Sales Force Productivity, HBR article - 2006
https://webfiles.uci.edu/imohdsal/www/Harvard%20Business%20Review%20-%20The%20New%20Science%20of%20Sales%20Force%20Productivity.pdf

Increasing Sales Productivity by Making by Getting Salespeople to Work Smarter,
Paper published in Journal of Personal Selling and Sales Management, August 1988
http://warrington.ufl.edu/mkt/docs/weitz/Increasing_Sales.pdf


1 comment:

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