The Schedule Model and the Salesman’s Effort Allocation

Abstract

This article describes the development and limited testing of the SCHEDULE model, an interactive computer program designed to provide an operational solution to the salesman’s effort allocation problem. The model uses inputs provided by the salesman to determine the optimal allocation of selling efforts among account alternatives. On the basis of limited testing, the model seems to provide improved effort allocation plans and offers a good learning experience for salesmen who use it. © 1976, The Regents of the University of California. All rights reserved.