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| Author: | Haase, K. |
| Title: | Deckungsbeitragsorientierte Verkaufsgebietseinteilung und Standortplanung für Aussendienstmitarbeiter |
| Journal: | Schmalenbachs Zeitschrift für Betriebswirtschaftliche Forschung
1997 : VOL. 49:10, p. 877-891 |
| Index terms: | SALES PROBLEM SOLVING SALESPEOPLE LINEAR PROGRAMMING PROFIT |
| Language: | ger |
| Abstract: | Sales force deployment involves the concurrent resolution of four interrelated subproblems: sizing the sales force, salesman location, sales territory alignment, and sales resource allocation. The first subproblem addresses the topic of selecting the appropriate number of salesmen. The salesman location aspect of the problem involves determining the location of each salesman in one sales coverage unit. Sales territory alignment may be viewed as the problem of grouping sales coverage units into larger geographic clusters called sales territories. Sales resource allocation refers to the problem of allocating scarce salesman time to the aligned sales coverage units. All four subproblems have to be resolved to maximize profit of the selling organization. In this paper a novel linear mixed-integer programming model is formulated. |
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