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The Sales Force Deployment Problem for Teams of Sales Representatives Within Sales Territories

In: Operations Research Proceedings 2022

Author

Listed:
  • Tobias Vlćek

    (University of Hamburg, Institute of Logistics, Transport and Production)

Abstract

We address the sales force deployment problem and its four subproblems for teams of sales representatives within sales territories. We contribute by showing that the problem can be reduced to the uncapacitated facility location problem under convex profit contribution functions with a unique maximum. In our numerical study, we show that instance sizes considered difficult for the sales force deployment problem of individual representatives can be solved optimally in minutes for teams of representatives. In our largest instance, with 2020 potential locations and sales coverage units, it took on average 140.73 s.

Suggested Citation

  • Tobias Vlćek, 2023. "The Sales Force Deployment Problem for Teams of Sales Representatives Within Sales Territories," Lecture Notes in Operations Research, in: Oliver Grothe & Stefan Nickel & Steffen Rebennack & Oliver Stein (ed.), Operations Research Proceedings 2022, chapter 0, pages 121-127, Springer.
    • Handle: RePEc:spr:lnopch:978-3-031-24907-5_15
    DOI: 10.1007/978-3-031-24907-5_15
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