Table of Contents

Module 1: Foundations of Operational Research and Sales Management

Module 2: Problem Structuring, Data Quality, and Model Thinking

Module 3: Forecasting Sales Demand and Market Potential

Module 4: Linear Programming for Sales Resource Allocation

Module 5: Integer Programming and Sales Force Scheduling

Module 6: Sales Territory Design and Coverage Optimization

Module 7: Inventory, Availability, and Sales Operations

Module 8: Queueing, Service Levels, and Inside Sales Operations

Module 9: Pricing, Revenue Management, and Sales Promotion Decisions

Module 10: Sales Analytics, CRM Data, and Performance Dashboards

Module 11: Simulation, Risk Analysis, and Scenario Planning

Module 12: Ethics, Implementation, and Change Management in OR-Based Sales Decisions

Appendix A: Sales OR Model Canvas

Appendix B: Forecast Review Template

Appendix C: Territory Evaluation Checklist

Appendix D: Dashboard Design Checklist

Appendix E: Capstone Project Guide

Glossary

Selected References and Further Reading

Course Overview

This course introduces students to operational research techniques as practical tools for sales management decisions. Students learn how quantitative models support managerial judgement in forecasting, salesforce allocation, territory design, pricing, inventory coordination, CRM analytics, service operations, and strategic implementation.

The course is written as a textbook-style learning guide. Each module includes key concepts, applied examples, sales management cases, learning activities, and practical templates. Students should be encouraged to use spreadsheets, CRM reports, simulated data, or real organizational data where available.

Learning Outcomes

• Formulate sales management problems using operational research language.
• Apply forecasting, optimization, assignment, inventory, queueing, and simulation concepts to sales decisions.
• Interpret quantitative results for managerial action rather than treating models as automatic answers.
• Evaluate ethical and practical risks in data-driven sales management.
• Prepare a capstone recommendation using evidence, assumptions, constraints, and implementation planning.

Suggested Evaluation Plan