Sales representatives' allocation in a retail shop

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The four major entities to focus in the service management field are lacilities, server/agents, customers, and services. Among these, studies of facilities, customers, and services have been carried out for a long time. But, not many studies of server/agents exist. To remedy this, this paper focuses on sales representative agents' allocation in a retail shop. More specifically, it is a study on how to effectively allocate them in a shop to vigorously promote sales. We analyse the individual sales data for every brand and department for a specific period in time. The sales data consists of the sale quantity and the amount of sales along with the correspondences. We cluster them to distinguish the good agent groups from the others. Then, we identify the best agent (sales representative) for each brand and department. Allocating sales representatives to correct brands, will contribute to increasing the efficiency and effectiveness of sales efforts.
Publisher
Inderscience Publishers
Issue Date
2003-03
Language
English
Citation

INTERNATIONAL JOURNAL OF MANUFACTURING TECHNOLOGY AND MANAGEMENT, v.5, no.1-2, pp.46 - 51

ISSN
1368-2148
URI
http://hdl.handle.net/10203/78530
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