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: | Pidd M., Howick R.S. |
Keywords: | allocation: resources |
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.