A hierarchical procedure for multi-skilled sales force spatial planning

DOI10.1016/J.COR.2012.10.007MaRDI QIDQ502470zbMATH OpenOpenAlexFDO

Authors Mohsen Golalikhani, Mark H. Karwan

Publication date 5 January 2017

Published in Computers \& Operations Research (Search for Journal in Brave)

Full work available at URL https://doi.org/10.1016/j.cor.2012.10.007

zbMATH Keywords

customer retentionmarketingnonlinear programmingsales force optimization

Mathematics Subject Classification ID

Management decision making, including multiple objectives (90B50) Marketing, advertising (90B60) Nonlinear programming (90C30)

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• The sales force sizing problem with multi-period workload assignments, and service time windows
• Meta-heuristic solution with considering setup time for multi-skilled project scheduling problem
• Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints
• Fast Approximation Methods for Sales Force Deployment
• Workforce planning incorporating skills: state of the art
• Call planning in European pharmaceutical sales force management

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