Sales force deployment models

Sales force deployment models

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Article ID: iaor1992861
Country: Netherlands
Volume: 48
Issue: 3
Start Page Number: 295
End Page Number: 310
Publication Date: Oct 1990
Journal: European Journal of Operational Research
Authors: ,
Keywords: allocation: resources
Abstract:

This paper reviews models which address one or more of the sales force deployment decisions of sales force size, time-effort allocation and territory alignment. Reasons for model usage are given together with a discussion on the technical content of models within each category. Finally, ideas for future research and guidelines to assist Operational Research OR practitioners to tackle sales force deployment problems are provided.

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