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- Publisher
- Emerald Publishing
- Copyright
- Copyright © Emerald Group Publishing Limited
- ISSN
- 0885-8624
- DOI
- 10.1108/JBIM-09-2016-0205
- Publisher site
- See Article on Publisher Site
Abstract
PurposeThe 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/approachThis is a conceptual paper supported by a case study.FindingsThe 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/valueThis 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.
Journal
Journal of Business and Industrial Marketing – Emerald Publishing
Published: Mar 6, 2017