Electronic Resource
Oxford, UK
:
Blackwell Publishing Ltd
Decision sciences
5 (1974), S. 0
ISSN:
1540-5915
Source:
Blackwell Publishing Journal Backfiles 1879-2005
Topics:
Economics
Notes:
Recent years have witnessed a renewal of interest in the application of management science techniques to personal selling related problems. Some early applications are described in [2] [7]. Cloonan has employed simulation in examination of the salesman routing problem [3] [4]. Lodish, in CALLPLAN, has devised an interactive call planning system designed to assist sales management and/or salesmen in allocating sales call time more efficiently [6]. Armstrong has devised a system he labels SCHEDULE which estimates the value of calls on accounts [1]. Hess and Samuels have designed a computer based sales districting model which is an analogue of a legislative apportionment model [5]. The objective of this paper is to explore the nature of a call planning system entitled ALLOCATE. ALLOCATE was designed to be employed by upper sales management either as an input device for sales management decisions such as sales-territory-size, or as a vehicle for determining the effects of alternative call allocation strategies on territorial revenue over multiple time periods.
Type of Medium:
Electronic Resource
URL:
http://dx.doi.org/10.1111/j.1540-5915.1974.tb00619.x
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