A new model for measuring salesperson lifetime value

Pablo Farias, Eduardo Torres, Roberto Mora Cortez

Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

Abstrakt

Purpose: The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a salesperson and the sales force equity. Design/methodology/approach: This is a conceptual paper supported by a case study. Findings: The authors contribute to the literature by operationalizing the salesperson lifetime value concept and introducing new important aspects in comparison with previous discussions, including peer effect, recruitment/hiring cost and termination costs. Originality/value: This manuscript theoretically and practically contributes to personnel value management in the organization and sales force financial control. The authors introduce peer effects, hiring/recruitment costs and termination costs, which are missing as a set in previous research. In addition, this paper offers a simple but robust model to practitioners’ use.

OriginalsprogEngelsk
TidsskriftJournal of Business and Industrial Marketing
Vol/bind32
Udgave nummer2
Sider (fra-til)274-281
ISSN0885-8624
DOI
StatusUdgivet - 6. mar. 2017
Udgivet eksterntJa

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