The selection of sales managers in enterprises by fuzzy multi-criteria decision-making

  • Authors:

  • Yu-Jie Wang;Chao-Shun Kao;Li-Jen Liu

  • Affiliations:

  • Department of Shipping and Transportation Management, National Penghu University, Penghu, Taiwan, ROC;Department of International Business Management, Lan Yang Institute of Technology, Taiwan, ROC;Department of Shipping and Transportation Management, National Penghu University, Penghu, Taiwan, ROC

  • Venue:
  • AICI'10 Proceedings of the 2010 international conference on Artificial intelligence and computational intelligence: Part II
  • Year:
  • 2010

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Abstract

The sales manager selection is very important for human resource planning of enterprises because it directly affects their service quality. That is to say, an appropriate sales manager is able to improve communication and provide necessary services for customers. Thus, sale ability of an enterprise will be increased by appropriate sales managers. To select appropriate sales managers easily and quickly, we utilize a fuzzy multi-criteria decision-making(FMCDM) method called fuzzy TOPSIS to solve the selection problem in enterprises. Fuzzy TOPSIS is an extension of TOPSIS under fuzzy environment, and TOPSIS is one of famous multi-criteria decision-making(MCDM) methods under certain environment. By fuzzy TOPSIS, an optimal sales manager is easily found from lots of candidates. Besides, selection criteria of the FMCDM method will be also evaluation standards of sales managers' ability after worked in the enterprise.