If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success.--

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...

Distribution channel design is a complex decision involving (a) the strategic choice of the appropriate channel structure, and (b) the tactical selection of the appropriate intermediaries. This paper presents a decision framework and a model to aid management in the tactical selection of the...

The sales territory alignment problem may be viewed as the problem of grouping small geographic sales coverage units into larger geographic clusters called sales territories in a way that the sales territories are acceptable according to managerially relevant alignment criteria. This paper first...

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...