IDEAS home Printed from https://ideas.repec.org/a/ids/ijmtma/v5y2003i1-2p46-51.html
   My bibliography  Save this article

Sales representatives' allocation in a retail shop

Author

Listed:
  • Tae Hyun Kim, Sang Chan Park

Abstract

The four major entities to focus in the service management field are facilities, server/agents, customers, and services. Among these, studies of facilities, customers and services have been carried out for a long time, but not many studies of server/agents exist. To remedy this, this paper focuses on sales representative agents' allocation in a retail shop. More specifically, it is a study on how to effectively allocate them in a shop to vigorously promote sales. We analyse the individual sales data for every brand and department for a specific period in time. The sales data consists of the sale quantity and the amount of sales along with the correspondences. We cluster them to distinguish the good agent groups from the others. Then, we identify the best agent (sales representative) for each brand and department. Allocating sales representatives to correct brands will contribute to increasing the efficiency and effectiveness of sales efforts.

Suggested Citation

  • Tae Hyun Kim, Sang Chan Park, 2003. "Sales representatives' allocation in a retail shop," International Journal of Manufacturing Technology and Management, Inderscience Enterprises Ltd, vol. 5(1/2), pages 46-51.
    • Handle: RePEc:ids:ijmtma:v:5:y:2003:i:1/2:p:46-51
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=2529
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijmtma:v:5:y:2003:i:1/2:p:46-51. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=21 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.