The optimization of the sales force management using the new information and communication technologies
Our paper emphasizes the practical way in which it can be salved the optimization of the sales force management process with a specialized software. In order to reveal the value provided by the new information and communication technologies in the process of the resource allocation optimization, we designed a model of linear programming that we applied to an insurance company, taking into account two variables (two types of services packages of private life insurances) and three constraints (the budget assigned to the sales agents training, the contribution margin and the number of sales agents). The results obtained after the simulation process put in evidence the financial impact of the constraints associated to a linear programming problem on the decisional variables included in our model.
sales force management optimization linear programming variables constraints
Rozalia Nistor Costel Nistor Alexandria Capatina
University Dunarea de JosGalati, Romania
国际会议
成都
英文
43-46
2010-07-09（万方平台首次上网日期，不代表论文的发表时间）