Syntex Laboratories - 1987 Winner
Michael Ness, Sola-Syntex Opthalmics:
M. Kerry Simpson , Information Resources, Inc.:
Leonard Lodish, University of Pennsylvania:
A decision calculus model for sales force size and deployment was devised by Syntex managers, with a time horizon of three years. The model recommended large increases in sales force size, changes in sales force allocation of time to some products and market services and away from others. Model predictions proved to be more accurate than standard forecast and in financial terms resulted in a profit increases of $25 million and a 1000:1 benefit to cost ratio for the model development and implementation.
It looks like no one has posted a comment yet. You can be the first!
You need to log in, in order to post comments.
Category: Management | Updated over 6 years ago
Added over 6 years ago | 00:35:27 | 10504 views
Added over 6 years ago | 00:34:41 | 19684 views
Added over 6 years ago | 00:23:42 | 13627 views
Added over 6 years ago | 00:34:38 | 12940 views
Added over 6 years ago | 00:29:03 | 13194 views