Case study: Analysis of the direct sales force performance - Clients reach by geographical area in telecommunication industry

In today´s every-day changing economy, direct sales is of big importance both as a sales and customer satisfaction tool but also as an information retrieval process. In direct sale business there is a problem of geographical deployment of the salesmen and thus utilization of the complete clients population dispersed geographically. In this paper we analyze those parameters on the example from the Croatian market. Problems are identified and possible improvements by utilizing some of the travelling salesmen problem solutions are analyzed.