@article{article_444646, title={SALES FORCE ALLOCATION IN BANKING SECTOR}, journal={Niğde Ömer Halisdemir Üniversitesi Mühendislik Bilimleri Dergisi}, volume={7}, pages={624–633}, year={2018}, DOI={10.28948/ngumuh.444646}, author={Semercioğlu, Buket Begüm and Bulkan, Serol}, keywords={Satış gücü yerleştirme,satış kaynağının yerlerinin belirlenmesi,doğrusal olmayan karmaşık tam sayı programlama}, abstract={<p> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb">Sales force deployment involves the simultaneous
resolution of interrelated sub-problems like sales force sizing, sales
representative location, sales territory alignment, and sales resource
allocation. </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb">As
the sales force size increases, the number of accounts to be visited increases
that yields to a positive effect on sales rates but also an increase in
operational costs. Therefore, the alignment decisions are vital for all issues
such as the number of outbound calls to accounts, the operational expenses, and
the sales representative asset (time) that might be allocated. All sub-problems have to be resolved in order
to maximize the profit of the selling organization. </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb"> </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb">In this paper, s </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb">ales force allocation problems in the literature
are examined and approaches to similar problems are compared. A non-linear
mixed-integer quadratic programming model is formulated for s </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb">ales force allocation
in banking sector. </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb"> And a heuristic approach is developed for big size
problems. </span> <span lang="en-gb" style="font-size:10pt;line-height:115%;font-family:’Times New Roman’, serif;" xml:lang="en-gb">The
comparison of approaches is reported. </span> <br /> </p>}, number={2}, publisher={Niğde Ömer Halisdemir Üniversitesi}