CAPPLAN: a decision‐support system for planning the pricing and sales effort policy of a salesforce
描述了一个名为CAPPLAN的决策支持系统，帮助通过销售队伍向工业客户或批发零售商销售产品的企业，在有限生产能力和工作时间下，联合优化不同客户群的定价和销售拜访努力分配，并在工业照片实验室应用中显著提升了利润。
Abstract Describes the decision‐support system CAPPLAN. CAPPLAN has been developed for firms which sell their products through a salesforce to industrial customers or wholesalers and retailers. Explains that in such situations, it is common practice to negotiate the price based on guidelines provided by the sales management. Details how CAPPLAN offers a jointly optimal differentiation of prices and allocation of calling effort across account groups subject to both a limited production capacity and working‐time capacity, and also provides a parametric optimization of prices and calling effort for varying levels of production capacity. Reports how the system has been applied at an industrial photo laboratory selling the development of film and the production of prints through retailers, resulting in a substantial improvement in profits.