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Companies spend millions on training their sales representatives. Thousands of textbooks have been published; thousands of training videos have been recorded. Hundreds of good pieces of advice and tips for sales representatives have been presented along with hundreds of sales methods and techniques. Probably the largest number of indicators and measures are applied in sales and distribution. On the one hand, this is a result of the fact that sales provide revenue and profit to a company; on the other hand, the concept of management by objectives turns out to be most effective in regional sales teams with reference to sales representatives and methods of performance evaluation. As a result, a whole array of indices has been created which enable the evaluation of sales representatives’ work and make it possible to manage goods distribution in a better way.

The indices presented in this chapter are rooted in the consumer market and are applied most often to this type of market (particularly in relation to fast-moving consumer goods at the level of retail trade). Nevertheless, many of them can be used on other markets (services, means of production) and at other trade levels (wholesale).

Although the values of many indices presented herein are usually calculated by market research agencies and delivered to companies in the form of synthetic results, we have placed the emphasis on the ability to determine them independently, both in descriptive and exemplifying terms. We consider it important to understand the genesis of indices and build the ability to interpret them on that basis. What is significant is that the indices can be interpreted differently; the same index may provide a different assessment of a product’s, brand or company’s position in the market depending on the parameters taken into account. Therefore, we strive to show a certain way of thinking rather than give ready-made recipes and cite ‘proven’ principles. Sales and distribution are dynamic phenomena, and limiting them within the framework of ‘one proper’ interpretation would be an intellectual abuse.

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

The International Air Transport Association (IATA) New Distribution Capability (NDC) standard aims at modernising the airline distribution landscape. It has supported the spread of Direct Connects by providing a common standard for linking airlines to travel agencies. The purpose of this paper is to analyse the historical development of airline distribution and to derive implications for the future.

This paper follows the approach of Yeoman and McMahon-Beattie (2017) in providing a chronological account based on published research.

Direct Connects are discussed to be a step back in the evolution of the distribution landscape because they foster disaggregation. An analysis of the history of distribution finds that a comparison of Direct Connects to the early stages of computer reservation system technology falls short to recognise the tremendous technological and market changes connected to the internet, cloud computing and the rise of low-cost carriers. Moreover, drawing on the seminal article by Anderson and Tushman (1990) on technical discontinuities and dominant designs, the current state of the distribution landscape is characterised to be an era of ferment that is driven by design competition and that might end up in a new dominant design.

The originality of this paper lies in a critical review of the turning points of distribution. By reviewing the past developments, the paper sheds light on the contribution that IATA NDC and Direct Connect technology might deliver to the field of airline distribution.

It is obvious that an inventory item's lead time demand is affected by the length of the lead time as well as the actual demand on each day during the lead time. In a situation where the lead time and the daily demand are both stochastic, the probability distribution of an item's lead time demand is then determined by the probability distributions of the item's daily demand and lead time. This article presents a computationally simple method for determining the lead time demand's probability distribution from estimations of the item's daily demand and lead time probability distributions; no restriction is placed on the distribution forms of the daily demand, the lead time and the lead time demand. After obtaining the lead time demand distribution, this article illustrates the computation of “reorder points” and “protection levels” for an inventory item.

Notes that logistics costs in the grocery sector, in Italy, are about 25,000 billion lire and that in order to reduce these costs logistics integration has to be improved between institutions of the distribution channel. Focuses on two of the main institutions of the grocery distribution channel: branded product industry and large‐scale trade. Referring to these institutions and to the logistics functions they carry out, analyses integration areas in order to identify some organizational and managerial solutions for improving interfunctional and interorganizational co‐ordination. In particular, divides these solutions into three main groups according to the level of integration they refer to: internal integration (inside each business), vertical integration (between businesses located at different stages of the channel) and horizontal integration (between different businesses located on the same level of the channel). Internal and horizontal integration are the prerequisites for achieving vertical integration and consequently for achieving synergies between the institutions involved.

The goal of this research is to develop a dynamic step path planning algorithm based on the rapidly exploring random tree (RRT) algorithm that combines Q-learning with the Gaussian distribution of obstacles. A route for autonomous vehicles may be swiftly created using this algorithm.

The path planning issue is divided into three key steps by the authors. First, the tree expansion is sped up by the dynamic step size using a combination of Q-learning and the Gaussian distribution of obstacles. The invalid nodes are then removed from the initially created pathways using bidirectional pruning. B-splines are then employed to smooth the predicted pathways.

The algorithm is validated using simulations on straight and curved highways, respectively. The results show that the approach can provide a smooth, safe route that complies with vehicle motion laws.

An improved RRT algorithm based on Q-learning and obstacle Gaussian distribution (QGD-RRT) is proposed for the path planning of self-driving vehicles. Unlike previous methods, the authors use Q-learning to steer the tree's development direction. After that, the step size is dynamically altered following the density of the obstacle distribution to produce the initial path rapidly and cut down on planning time even further. In the aim to provide a smooth and secure path that complies with the vehicle kinematic and dynamical restrictions, the path is lastly optimized using an enhanced bidirectional pruning technique.

In response to the problem of insufficient traction/braking adhesion force caused by the existence of the third-body medium on the rail surface, this study aims to analyze the utilization of wheel-rail adhesion coefficient under different medium conditions and propose relevant measures for reasonable and optimized utilization of adhesion to ensure the traction/braking performance and operation safety of trains.

Based on the PLS-160 wheel-rail adhesion simulation test rig, the study investigates the variation patterns of maximum utilized adhesion characteristics on the rail surface under different conditions of small creepage and large slip. Through statistical analysis of multiple sets of experimental data, the statistical distribution patterns of maximum utilized adhesion on the rail surface are obtained, and a method for analyzing wheel-rail adhesion redundancy based on normal distribution is proposed. The study analyzes the utilization of traction/braking adhesion, as well as adhesion redundancy, for different medium under small creepage and large slip conditions. Based on these findings, relevant measures for the reasonable and optimized utilization of adhesion are derived.

When the third-body medium exists on the rail surface, the train should adopt the low-level service braking to avoid the braking skidding by extending the braking distance. Compared with the current adhesion control strategy of small creepage, adopting appropriate strategies to control the train’s adhesion coefficient near the second peak point of the adhesion coefficient-slip ratio curve in large slip can effectively improve the traction/braking adhesion redundancy and the upper limit of adhesion utilization, thereby ensuring the traction/braking performance and operation safety of the train.

Most existing studies focus on the wheel-rail adhesion coefficient values and variation patterns under different medium conditions, without considering whether the rail surface with different medium can provide sufficient traction/braking utilized adhesion coefficient for the train. Therefore, there is a risk of traction overspeeding/braking skidding. This study analyzes whether the rail surface with different medium can provide sufficient traction/braking utilized adhesion coefficient for the train and whether there is redundancy. Based on these findings, relevant measures for the reasonable and optimized utilization of adhesion are derived to further ensure operation safety of the train.

1) The OE-MLPG penalty meshfree method is developed to solve cracked structure.(2) Smartening the numerical meshfree method by combining the particle swarm optimization (PSO) optimization algorithms and Voronoi computational geometric algorithm. (3). Selection of base functions, finding optimal penalty factor and distribution of appropriate nodal points to the accuracy of calculation in the meshless local Petrov–Galekrin (MLPG) meshless method.

Using appropriate shape functions and distribution of nodal points in local domains and sub-domains and choosing an approximation or interpolation method has an effective role in the application of meshless methods for the analysis of computational fracture mechanics problems, especially problems with geometric discontinuity and cracks. In this research, computational geometry technique, based on the Voronoi diagram (VD) and Delaunay triangulation and PSO algorithm, are used to distribute nodal points in the sub-domain of analysis (crack line and around it on the crack plane).

By doing this process, the problems caused by too closeness of nodal points in computationally sensitive areas that exist in general methods of nodal point distribution are also solved. Comparing the effect of the number of sentences of basic functions and their order in the definition of shape functions, performing the mono-objective PSO algorithm to find the penalty factor, the coefficient, convergence, arrangement of nodal points during the three stages of VD implementation and the accuracy of the answers found indicates, the efficiency of V-E-MLPG method with Ns = 7 and ß = 0.0037–0.0075 to estimation of 3D-stress intensity factors (3D-SIFs) in computational fracture mechanics.

The present manuscript is a continuation of the studies (Ref. [33]) carried out by the authors, about; feasibility assessment, improvement and solution of challenges, introduction of more capacities and capabilities of the numerical MLPG method have been used. In order to validate the modeling and accuracy of calculations, the results have been compared with the findings of reference article [34] and [35].

The purpose of this paper is to develop a distribution management system that determines the path toward lean distribution through teamwork. This system introduces a set of lean distribution initiatives regarding the structural and strategic facets of organizations.

Through studying the case, which is one of the largest distribution companies in the Middle East, the deployment process of the developed system is examined through chartering focus, deployment and operational teams. These teams held several rounds of panel discussions to formulate the strategic, tactical and technical plans required for making distribution operations lean.

It is found that the strategic focus of the case should not only be restricted to distribution initiatives but also the company can achieve a suitable competitive position by focusing on leadership and integral architecture of information, distribution and transportation channels. The first semi-year cycle of implementing the lean distribution system in the case targeted a 2.5% reduction in the ratio of distribution cost to sales by planning for the cross-docking adoption. It also aimed at a 10% increase in the market share for the prioritized market by a 20% reduction in lost sales owing to improper implementation of the processes.

The developed lean distribution management system is novel in the way it includes the strategy, structure and capabilities of an organization. Deploying this system causes a meaningful connection between lean distribution principles and operational initiatives.

The purpose of this paper is to establish a paint deposition pattern model applied to robotic air spray painting in order to achieve the accuracy and uniformity of paint film thickness on free‐form surface.

The paper opts for an exploratory study using the curvature circle method for air spray painting on free‐form surface to construct a spray gun model. First, a paint deposition pattern model of ellipse dual‐β distribution is fitted on the basic of experimental data from robotic air spray painting. Second, a spray gun model is proposed using the curvature circle method for air spray painting on free‐form surface. The theoretical result is coincident with the film thickness in verification experiment spraying a cylinder surface. The biggest error of the sample points between the theoretical and experimental results is less than 4 μm, thereby the correctness and effectiveness of the proposed model is validated.

The paper provides a specific theoretical and methodological support for the realization of process planning and simulation system in surface spray manufacturing. It will make the future developed system meet the actual processing requirement. At the same time, it is more representative.

The paper finds an approach to solve paint deposition pattern model suitable to free‐form surface. The present method can be applied to the complex reality of topological relation for actual workpiece surface to be painted.