IDEAS home Printed from
   My bibliography  Save this article

Communications to the Editor--Note on the Problem of Lump-Sum Losses in Sales Training


  • Lawrence Harris

    (New York University)


Companies that organize large scale training programs for technical salesmen often find that a certain proportion of these salesmen do not complete the program. Thus, at the completion of the program the company finds itself short of the required number of trained salesmen, unless it has originally hired more technical salesmen than it requires. This note discuses a decision-theoretic approach to this problem of overhiring; that is, how many trainees should be hired in order to have the right number of trained salesmen at completion of the training program and still minimize variable training costs.

Suggested Citation

  • Lawrence Harris, 1965. "Communications to the Editor--Note on the Problem of Lump-Sum Losses in Sales Training," Management Science, INFORMS, vol. 11(9), pages 891-894, July.
  • Handle: RePEc:inm:ormnsc:v:11:y:1965:i:9:p:891-894

    Download full text from publisher

    File URL:
    Download Restriction: no

    More about this item


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:inm:ormnsc:v:11:y:1965:i:9:p:891-894. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Mirko Janc). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.