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Répartition équitable des objectifs de ventes entre les commerciaux

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  • R. Darmon

    (ESSEC Business School)

Abstract

Cet article propose un modèle simple d'allocation des quotas de vente qui permet l'égalisation des efforts pour tous les vendeurs d'une force de vente hétérogène dans des situations commerciales différentes. On y démontre que les quotas devraient être alloués de sorte à tenir compte du potentiel non encore exploité de chaque territoire de vente. Cette règle résulte en une allocation plus équitable des quotas que d'autres règles plus fréquemment utilisées en pratique, telles que les répartitions selon les ventes passées ou selon le potentiel de chaque territoire.

Suggested Citation

  • R. Darmon, 1995. "Répartition équitable des objectifs de ventes entre les commerciaux," Post-Print hal-02016769, HAL.
    • Handle: RePEc:hal:journl:hal-02016769
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