Medical devices -- Selling, Medical devices -- Distribution -- Mathematical models, Strategic planning, Operations research
Our model uses the DEA methods to attempt to model the efficiency of a diverse medical sales group with coverage throughout the entire United States. Cross-efficiency scores were used to predict the allocation of an upgrade product by using demographic information as inputs and previous sales history as an output. A network model was applied to ensure that no geographical reason was over-represented in the distribution. This provides a combined model which appears to be a good ‘coarse filter’ and could potentially help make future sales decisions. A Sales Team Efficiency versus Turnover Matrix as created to act as a final check to evaluate the network model results using standard DEA efficiency and the kit distribution by Sales Office.
Ball, Larry; Bidasaria, Ritu; van Blommestein, Kevin C.; Cho, Yonghee; Nambwenya, Jared; and Nickeson, Matt, "Medical Device Sales Distribution Model" (2012). Engineering and Technology Management Student Projects. 553.