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Sales Planning and Control Using Absorbing Markov Chains

  • William W. ThompsonJr.
  • James U. McNeal
Part of the Lecture Notes in Economics and Mathematical Systems book series (LNE, volume 132)

Summary

A stochastic model that generates data for sales planning and control is described. An example is presented that shows how these data are used to plan short-run sales activities and train effective salesmen. Changes in customer propensities to buy are treated as Markov processes.

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Copyright information

© Springer-Verlag Berlin Heidelberg 1976

Authors and Affiliations

  • William W. ThompsonJr.
  • James U. McNeal

There are no affiliations available

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