The Sales Force Deployment Problem for Teams of Sales Representatives Within Sales Territories

Tobias Vlćek ()
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Tobias Vlćek: University of Hamburg, Institute of Logistics, Transport and Production

Chapter Chapter 15 in Operations Research Proceedings 2022, 2023, pp 121-127 from Springer

Abstract: Abstract We address the sales force deployment problem and its four subproblems for teams of sales representatives within sales territories. We contribute by showing that the problem can be reduced to the uncapacitated facility location problem under convex profit contribution functions with a unique maximum. In our numerical study, we show that instance sizes considered difficult for the sales force deployment problem of individual representatives can be solved optimally in minutes for teams of representatives. In our largest instance, with 2020 potential locations and sales coverage units, it took on average 140.73 s.

Keywords: Salesforce; Territory alignment; Uncapacitated facility location problem (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:lnopch:978-3-031-24907-5_15

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DOI: 10.1007/978-3-031-24907-5_15

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