A Multiple-Product Sales Force Allocation Model (Classic Reprint)

Bücher

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Excerpt from A Multiple-Product Sales Force Allocation Model Most of the management science research reported to date on prob1ems of persona1 se11ing has been concerned with some type of sa1es effort a11ocation decisi Given that the sa1es force avai1ab1e to a firm for some short-term p1anning period is typica11y a fixed and scarce resource, the basic management question to be answered is, how shou1d the sa1esmen be uti1ized in order to maximize profits? In their recent review of this work, Montgomery and Urban [15] discuss a variety of mode1s for a11ocating sa1es effort among customers and prospects, geographi ca1 areas or territories, and time periods (sa1esman schedu1ing and routing). This paper describes a mode1 designed to dea1 with the prob1em of a110cating se11ing effort a1ong yet another dimension-~across a firm's product 1ine. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully, any imperfections that remain are intentionally left to preserve the state of such historical works.