TITLE

TIME AND TERRITORY MANAGEMENT

PUB. DATE
August 1988
SOURCE
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p64
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents two papers on time and territory management. One of them is "Strategic Implications of Darwinian Economics For Selling Efficiency and Choice of Integrated or Independent Sales Forces," by Erin Anderson. This paper deals with the decision as to whether to fill a sales district with a company (integrated) sales force or with outside agents (independents). Another article "Incorporating Sales Force Preferences in a Goal Programming Model for the Sales Resource Allocation Problem," presents an integer-goal-programming model for sales territory assignment and resource allocation problems.
ACCESSION #
6654056

 

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