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Sales force deployment by mathematical programming

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  • Haase, Knut

Abstract

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.

Suggested Citation

  • Haase, Knut, 1999. "Sales force deployment by mathematical programming," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 508, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    • Handle: RePEc:zbw:cauman:508
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    References listed on IDEAS

    as
    1. Andris A. Zoltners & Prabhakant Sinha, 1983. "Sales Territory Alignment: A Review and Model," Management Science, INFORMS, vol. 29(11), pages 1237-1256, November.
    2. Bernd Skiera & Sönke Albers, 1998. "COSTA: Contribution Optimizing Sales Territory Alignment," Marketing Science, INFORMS, vol. 17(3), pages 196-213.
    3. Andreas Drexl & Knut Haase, 1999. "Fast Approximation Methods for Sales Force Deployment," Management Science, INFORMS, vol. 45(10), pages 1307-1323, October.
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