A Multiple-Product Sales Force Allocation Model (Classic Reprint) - Tapa dura

Sinopsis

Excerpt from A Multiple-Product Sales Force Allocation Model

Most Of the management science research reported to date on problems Of personal selling has been concerned with some type Of sales effort allocation decision. Given that the sales force available to a firm for some short-term planning period is typically a fixed and scarce resource, the basic management question to be answered is, how should the salesmen be utilized in order to maximize profits?

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