Niğde Ömer Halisdemir Üniversitesi Mühendislik Bilimleri Dergisi

Yazarlar: Buket Begüm SEMERCİOĞLU, Serol BULKAN

Konular:Endüstri Mühendisliği

DOI:10.28948/ngumuh.444646

Anahtar Kelimeler:Sales force allocation,Sales force deployment,Non-linear complex integer programming

Özet: Sales force deployment involves the simultaneous resolution of interrelated sub-problems like sales force sizing, sales representative location, sales territory alignment, and sales resource allocation. As the sales force size increases, the number of accounts to be visited increases that yields to a positive effect on sales rates but also an increase in operational costs. Therefore, the alignment decisions are vital for all issues such as the number of outbound calls to accounts, the operational expenses, and the sales representative asset (time) that might be allocated. All sub-problems have to be resolved in order to maximize the profit of the selling organization. In this paper, sales force allocation problems in the literature are examined and approaches to similar problems are compared. A non-linear mixed-integer quadratic programming model is formulated for sales force allocation in banking sector. And a heuristic approach is developed for big size problems. The comparison of approaches is reported.

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