Routing, Scheduling, Sales territory, Call Planning


It is very rightly quoted “Plan the work and work according to plan”. This paper has identified dearth of planning as one of the causes of decrease in sales force effectiveness and proposed automation for call planning as a solution. It is proposed that the sales representative be relieved from the task of planning his work thus allowing him to concentrate on his performance in the doctor’s cabin. Instead of relying on the sales executives plan his work technology should be used for bringing in efficiency into planning. Using automation enables efficient day to day planning and also ensures that the distance traveled by the sales representative is minimum. These has the dual advantage of decreasing the cost incurred by the pharmaceutical company over traveling allowances and also decrease the work load and frustration of sales representative.

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