Identifying Sources of Turnover Costs: A Segmental Approach
提出一个分析框架，用于评估不同原因（晋升、自愿离职、解雇、不可控因素）导致的销售人员离职成本，帮助管理者识别最可能节省成本的销售队伍细分群体，并设计针对性的离职减少方案。
The author proposes an analytical framework for assessing the costs of various sources of salesforce turnover (promotions, voluntary leaving, firing, and uncontrollable turnover) for salespeople with given characteristics (age, tenure, education, etc.). The main costs of salesforce turnover are taken into account, especially the costs of separation, recruiting and selection, training, vacant territory, and skill differential, as well as operating costs. Because the proposed procedure can be applied to any subgroup of salespeople, managers can use it to select the salesforce segments that are the most promising in terms of cost savings and can design specific turnover-reducing programs for those segments. The procedure is illustrated with a case study.