Identifying Sources of Turnover Costs: A Segmental Approach
提出一个分析框架，用于评估不同离职原因（晋升、自愿离职、解雇等）对销售人员带来的成本，帮助管理者识别最可能节省成本的销售团队细分并设计针对性方案。
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.