TY  - JOUR
AB  - Purpose The 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/approach This is a conceptual paper supported by a case study.Findings The 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/value This 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.
VL  - 32
IS  - 2
SN  - 0885-8624
DO  - 10.1108/JBIM-09-2016-0205
UR  - https://doi.org/10.1108/JBIM-09-2016-0205
AU  - Farías Pablo
AU  - Torres Eduardo
AU  - Mora Cortez Roberto
PY  - 2017
Y1  - 2017/01/01
TI  - A new model for measuring salesperson lifetime value
T2  - Journal of Business & Industrial Marketing
PB  - Emerald Publishing Limited
SP  - 274
EP  - 281
Y2  - 2024/04/20
ER  -