GB1502420A - Computing system for optimizing sales organisations and activities - Google Patents

Abstract

1502420 Computing PROMSYST-ETAB 23 May 1975 [26 June 1974] 28453/74 Heading G4A In a computing system for optimizing a sales organization by determining an optimum coding, defined as the number of regular visits over a predetermined period of time Pd by a business representative to a client, involves (a) calculating for each different value of x representing the coding of clients a value y (defining a saturation curve) representing the sales arising over the predetermined period in accordance with the relation, for x greater or equal to 3, y=D{(1-G 1 )<SP>x</SP>+k(x-1)(1-G 1 )<SP>x-2</SP>-k<SP>2</SP>/2G 1 (x-2)(1-G 1 )<SP>x-4</SP>(2-(x-1)G 1 ) + k<SP>3</SP>/3G 1 <SP>2</SP> (x-3)(1-G 1 )<SP>x-6</SP>(3-3(x-2)G 1 +<SP>1</SP>/ 2 (x-1) (x-2)G 1 <SP>2</SP>)+ ... } in which M = the memory factor of the client (i.e. retention of the representative's sale talk after 24 hours), D = client's total demand over the period, K = 0À0581 M, G 1 = M(0À5054+ 0À1930 log x), for x = 1 calculating y = D(1-G 1 ) and for x = 2 calculating y = D(1-G 1 )<SP>2</SP> + K), (b) calculating for each different value of x a value for y equal to in which C = direct cost of a representative over the period, a = additional visits, # = percentage of gross profit on sales, T = visiting time in days per representative over the period of time, N = number of visits per day per representative and γ = the cost over the period of controlling a representative divided by the direct cost of that representative to derive a minimum sales line which intersects the saturation curve at a point defined as the critical point and (c) selecting a value of x as a client's coding for which the value of y corresponding to sales over the period arising from the representative's activity provides a point above the minimum sales line and the saturation curve as close to the saturation curve as possible. The system may also determine the number of members in each hierarchical level from the representative, through agency and regional managers, to the commercial manager. A known processor in the form of a single integrated circuit chip in conjunction with a read only memory holding in machine language the relevant program for performing the calculations and a random address memory may be used to effect calculation with an operator entering input data using a keyboard, there being a print out of the resulting calculations.