haku: @indexterm Bonus systems / yhteensä: 62
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| Tekijä: | Darmon, R. Y. |
| Otsikko: | QUOPLAN : a system for optimizing sales quota-bonus plans. |
| Lehti: | Journal of the Operational Research Society
1987 : DEC, VOL. 38:12, p. 1121-1132 |
| Asiasana: | OPTIMIZATION BONUS SYSTEMS MARKETING SALES MANAGEMENT |
| Kieli: | eng |
| Tiivistelmä: | The user-friendly model is implemented on the IBM personal computer, and can help sales management in designing optimal sales-force quota-bonus plans. For a given sales force, the resulting plans maximize a firm's current profits, subject to keeping all individual salespersons at least at their present satisfaction level and to providing an overall consistent and harmonious plan across salespeople. The Quoplan system is made of two submodels i.e. a salesperson's and manager's submodels. The purpose of the first is to determine every sales representative's profit-maximizing quota-bonus levels, based upon the principles of conjoint analysis. The second, taking into account all the individual solutions, determines a consistent plan. |
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