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Evaluating sales performance using data envelopment analysis
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S. Naseripour   , M. Rostamy-Malkhalifeh |
| Department of Computer Science S.R.C., Islamic Azad University, Tehran, Iran |
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Abstract: (3 Views) |
Sales performance evaluation and forecasting are critical for businesses seeking to optimize their strategies and enhance profitability. Traditional sales analysis methods often fail to capture efficiency variations across different sales approaches, leading to suboptimal decision-making. This study employs Data Envelopment Analysis (DEA) to evaluate and compare the efficiency of various sales strategies in a real-world business environment. We apply the DEA model to assess the input-output efficiency of 30 different sales approaches and integrate predictive modeling to forecast future performance. The proposed approach provides a data-driven framework for identifying the most effective sales strategies and optimizing resource allocation.
The results demonstrate that DEA is a powerful tool for distinguishing high-efficiency sales models and uncovering areas for improvement. The findings can assist business managers in making informed decisions regarding sales strategy selection and enhancement.
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| Keywords: Sales Performance, Data Envelopment Analysis, Efficiency Measurement, Business Optimization. |
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Type of Study: Research |
Subject:
Special
Received: 2025/05/12 | Accepted: 2025/08/10 | Published: 2025/10/9
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