Mathematical programming model for scheduling pharmaceutical sales representatives

Lauren Hertel, Natarajan Gautam

Research output: Contribution to conferencePaperpeer-review

3 Scopus citations


To increase revenues, pharmaceutical companies rely heavily on their sales forces to promote new and existing drugs to physicians. Compensation for sales representatives is largely commission based. However, individual effort may not be the driving force behind compensation. Sales representatives might be unfairly rewarded only because they are assigned to physicians with high sales potential. Given a set of physicians and representatives, a mathematical program is developed to maximize profit for the pharmaceutical company, while balancing both workload and sales opportunities for representatives. The model is valuable for daily operational decisions. The methodology applies to any multi-product sales-force based industry.

Original languageEnglish (US)
Number of pages6
StatePublished - 2004
Externally publishedYes
EventIIE Annual Conference and Exhibition 2004 - Houston, TX, United States
Duration: May 15 2004May 19 2004


ConferenceIIE Annual Conference and Exhibition 2004
Country/TerritoryUnited States
CityHouston, TX


  • Design of experiments
  • Mathematical programming
  • Sales force assignments

ASJC Scopus subject areas

  • General Engineering


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