Sales Personnel Scheduling in Financial Services Marketing: A Review of Applications, Methods and Model

Polavarapu Aparna, M. Upendra

Abstract: Sales personnel scheduling is the process of constructing work time tables for its employees so that an organization can get new clients, retain old customers, find and promote products and oversee regular purchases. The sales personnel scheduling can provide enormous benefits, but require carefully implemented decision supporting systems if an organization is to meet customer requirements in a effective manner while satisfying requirements such as flexible work place agreements, shift equity, sales personnel preferences and part - time work. In addition, each financial service sector has its own set of issues and must be viewed in its own right. This paper presents a review of sales personnel problems in specific application areas and the operation research models and algorithms that have been reported in the literature for their solution.

Keywords: Sales Personnel, Scheduling, Operation research models