Sales representatives' allocation in a retail shop Online publication date: Wed, 23-Jul-2003
by Tae Hyun Kim, Sang Chan Park
International Journal of Manufacturing Technology and Management (IJMTM), Vol. 5, No. 1/2, 2003
Abstract: The four major entities to focus in the service management field are facilities, 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.
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Manufacturing Technology and Management (IJMTM):
Login with your Inderscience username and password:
Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.
If you still need assistance, please email subs@inderscience.com
Our Blog 
Follow us on Twitter 
Visit us on Facebook