Sales · Empirical application/analysis of revenue-management strategies
B2B sales force productivity: applications of revenue management strategies to sales management
Industrial Marketing Management · 2003
Summary
Evaluates how revenue-management ideas can be applied to improve B2B sales-force productivity.
For your marketing
Possible founder application
Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
Reported result
What the study found
Evaluates how revenue-management ideas can be applied to improve B2B sales-force productivity.
Research question
What the authors investigated
Can revenue-management principles improve B2B sales-force productivity?
Design
Empirical application/analysis of revenue-management strategies
Sample and setting
B2B sales-force productivity and sales-management decisions
Scope and transfer
Limitations to keep in view
Application evidence is strategy/context specific and does not identify a universal treatment effect.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/s0019-8501(02)00278-x Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.