Multi criteria decision making and multi choice goal programming approach for costumer evaluation and manager assignment

Nowadays, trade between all countries of the world and the rapid acceleration of technological developments make the conditions of competition difficult. In addition to this competition, considering the long-term projects and the sectors that work with very high budgets, the need for customer-oriented work arises in order to gain a place in the market, protect your place and take it forward. Considering all these factors, it is thought that the most important goal of the employees is to ensure the highest level of communication with the customer. In this study, the target-based performance of business development managers in the Turkey and Middle East sales office of one of the world's largest connecting element manufacturers in the defense industry has been examined. It is aimed to optimize the visits to alternative customers in order to maximize the potential returns. The criteria which compare 12 alternative firms with various active projects in the market were determined by the Analytical Hierarchy Process method and their importance levels were calculated. These companies are ranked and prioritized by the Technique for Order Preference by Similarity to Ideal Solutions method. Then, an integer mathematical model for the problem considered as a special case of the generalized assignment problem was created and the number of visits was tried to be calculated. In order to solve the multi objective problem, epsilon constraint and multi choice conic goal programming methods are used together.