ALLOCATING SALES EFFORT TO BRANCHES: ABSTRACT

ALLOCATING SALES EFFORT TO BRANCHES: ABSTRACT

Quantitative allocation models, such as linear programming models, are well suited for planning and controlling sales office operations in the insurance industry. This article surveys some of the problems of branch management and then outlines the structure and results of a programming model develop...

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Veröffentlicht in:The Journal of risk and insurance 1970-09, Vol.37 (3), p.361
1. Verfasser: Olsen, Robert M
Format: Artikel
Sprache:eng
Schlagworte:
Insurance industry
Insurance premiums
Liability insurance
Linear programming
Marketing
Policyholders
Sales territories
Salespeople
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Zusammenfassung:Quantitative allocation models, such as linear programming models, are well suited for planning and controlling sales office operations in the insurance industry. This article surveys some of the problems of branch management and then outlines the structure and results of a programming model developed for the branches of a mutual liability company. The conclusion reports the results obtained, both expected and unexpected.
ISSN:0022-4367
1539-6975