A Multiple Product Sales Force Allocation Model

Cover A Multiple Product Sales Force Allocation Model
A Multiple Product Sales Force Allocation Model
David Bruce Montgomery
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This plan is the initial current plan. It is also the previous plan for the first pass.
4 Print out an evaluation of the initial plan.
List the detailing strategies by product and time period. List the sales and profit results by product under the initial detailing plan.
5 Set time period index t = 1.
6 Set X(i, t) = for i = 1, 2, ... , I.
I 7 Set Z X(i, t) = i = r' 8 For each product i = 1, 2, ... , I compute the incremental profit which would result in the current and future periods from an i
...ncrease of detailing on product i to the next highest level. Call this IP(i, t, AX(i, t)) whereAX(i, t) is the increment in detailing units involved in increasing detailing to the next highest level. This calcu- lation is made subject tb the constraints that X(i, t)

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