A sales territory design procedure should solve the dual problems of boundary definition and call frequency. Furthermore, it should be possible to base the design on several workload and potential criteria. A procedure is presented which meets this specification. It employs recent developments...

<title>ABSTRACT</title> One problem of adult education providers is attracting people to take courses at their institution of learning. Adult educators are aided in this task if they know the factors influencing students' educational choices. The present research determines the factors influencing adult...

Sales territory alignment is the assignment of accounts and their associated selling activities to salespeople and teams. Models, systems, processes, and wisdom have evolved over 1,500 project implementations for 500 companies with 500,000 sales territories. Optimization models have evolved over...

This paper presents an agency theoretic model-based approach that assists sales managers in determining the profit-maximizing structure of a common multiproduct sales quota-bonus plan for a geographically specialized heterogeneous sales force operating in a repetitive buying environment. This...

A four segment trial-repeat model is developed to model sales of a frequently purchased product in the early stage of the product's life cycle. The model can be calibrated using aggregate data alone. Two versions of the model, one emphasizing the competitive aspect of marketing communications...

This paper defines the components and characteristics of an important class of models called weighted assignment models and identifies these elements in a number of existing and potential applications. The weighted assignment model represents problems with the following characteristics: A set of...

A practical conceptual framework for sales resource allocation modeling is presented in this paper. A literature review of sales resource allocation models is described in terms of this framework. The conceptual framework also lends itself to several integer programming models which may be used...

A specially-structured integer programming model, called the multiple-choice nested knapsack model, is developed in this paper. The model is characterized by variables which are partitioned into multiple-choice sets and resource constraints which are nested across the multiple-choice sets. The...

Some easy postoptimality analysis for zero-one programming is developed. First, a procedure is presented for obtaining a set K of 0-1 solutions whose objective function values are within a specified tolerance of the optimum. Then sufficiency conditions for K to contain the optimum of a revised...

This paper addresses the time management problem confronted by sales representatives. The sales representative planning his itinerary must decide the best way to ration time among the accounts comprising his territory. The time management problem is formulated as an integer program whereby each...