A Multiple-Product Sales Force Allocation Model
نویسندگان
چکیده
منابع مشابه
Working Paper Alfred P. Sloan School of Management a Multiple-product Sales Force Allocation Model 6 a Multiple-product Sales Force Allocation Model* A
When several products are marketed by the same sales force, it frequently becomes impossible or impractical for salesmen to promote all items in the product line extensively in each and e'^ery time period. Management's problem is to decide how the available selling effort should be allocated across products and over time. The opportunity costs associated with using limited selling resources to ...
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ژورنال
عنوان ژورنال: Management Science
سال: 1971
ISSN: 0025-1909,1526-5501
DOI: 10.1287/mnsc.18.4.p3