Construct · 1 fields · 1 citations

CALLPLAN: a standalone construct

One name. One construct. A landmark on the map.

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Personal selling and sales management

an interactive model that allocates a salesperson's call time across accounts and prospects using estimated response of sales to call frequency.

In personal selling and sales management, CALLPLAN refers to an interactive model that allocates a salesperson's call time across accounts and prospects using estimated response of sales to call frequency. This meaning comes from Lodish (1971) in Management Science.[1]

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Nearby constructs

accounts1 fields · 1 citationsanchor · a standalone construct frequency4 fields · 7 citationsjingle · one word, four constructs model3 fields · 3 citationsjingle · one word, three constructs

References

Lodish, L. M. (1971). Callplan: An Interactive Salesman's Call Planning System. Management Science, 18(4-part-ii), P-25-P-40. https://doi.org/10.1287/mnsc.18.4.p25

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