An Approximation Analysis of the Optimal Sales Support Policy  
Author Takahiro Nakamura


Co-Author(s) Junji Koyanagi; Kodo Ito


Abstract Some organizations have become increasingly important in their relationships with various stakeholders to solve social issues through their core business. The spread of the SDGs is part of this trend, in which stronger relationships with stakeholders are mentioned. In this study, we consider a model in which financial institutions and corporate organizations continue to be in contact with each other, to create a mutually continuous organization. If the number of customers that cannot be contacted (hereafter referred to as “defected clients”) increases, the cost of regaining contact opportunities and providing a variety of services in the future will increase. To decrease the defected customer, it is desirable to increase the contact opportunity, if the period without contacts is too long. For the increase of contact opportunities, sales support for the sales representatives is needed, while sales support cost is needed. The objective of financial institutions is to minimize the total expected cost of sales support and defect cost for a certain period (one year). This paper proposes to analyze this problem.


    Article #:  RQD27-94

Proceedings of 27th ISSAT International Conference on Reliability & Quality in Design
Virtual Event

August 4-6, 2022