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| Author: | Drexl, A. Haase, K. |
| Title: | Fast approximation methods for sales force deployment |
| Journal: | Management Science
1999 : OCT, VOL. 45:10, p. 1307-1323 |
| Index terms: | MANAGEMENT SALES RESEARCH |
| Language: | eng |
| Abstract: | Sales force deployment involves the simultaneous resolution of four interrelated subproblems: sales force sizing, salesman location, sales territory alignment, and sales resource allocation. The first subproblem deals with selecting the appropriate number of salesman. 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 allocating scarce salesman time to the aligned sales coverage units. |
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