Sales force deployment by mathematical programming

Knut Haase

The sales force deployment problem is considered which arises in many selling organizations. As a solution a novel mixed-integer formulation is introduced which is specifically characterized by an infinite number of variables. A column generation approach is proposed to obtain upper and lower bounds. The associated subproblem is solved analytically. A computational study shows that the approach outperforms recently introduced approaches.

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Year of publication:	1999
Authors:	Haase, Knut
Publisher:	Kiel : Inst. für Betriebswirtschaftslehre
Subject:	Marketing models \| sales force sizing \| salesperson location \| sales territory alignment \| sales resource allocation \| nonlinear mixed-integer programming \| column generation \| Handelsvertretung \| Trade intermediation \| Personaleinsatzplanung \| Crew scheduling \| Betriebliche Standortwahl \| Firm location choice \| Mathematische Optimierung \| Mathematical programming \| Theorie \| Theory

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Sales force deployment by mathematical programming. - Kiel : Inst. für Betriebswirtschaftslehre, 1999. - 14 S.

Persistent link: https://www.econbiz.de/10011734913