营销人员聘用策略模型及其模拟研究

A Study on Recruiting Policy Model and Simulation of Sales Force

通过分析聘用策略的相关成本及其影响因素,将聘用策略的决策转换为再聘用点上营销人员人数占最优规模的比例和超聘比例的确定问题,将离职发生的概率和到岗时间做为随机变量,建立了营销人员聘用策略模拟模型,并以总成本最小化作为目标函数,对聘用策略进行了优化。最后通过一个实例加以应用。

Through the analysis of correlative cost and the impactive elements of recruiting policy, the paper transforms the recruiting policy decision-making into the issue for confirming the proportion of salespeople＇s number to the optimal size at the time of re-recruiting and the proportion of over-recruiting. By regarding the turnover and the arrival post time of new employees as random variable, the simulation model of sales force recruiting policy is put forward, then, the policy is optimized based on the objective of minimizing the total cost. In the end, it is applied to an instance.