Sales Territory Alignment: A Review and Model
AbstractThe sales territory alignment problem may be viewed as the problem of grouping small geographic sales coverage units into larger geographic clusters called sales territories in a way that the sales territories are acceptable according to managerially relevant alignment criteria. This paper first reviews sales territory alignment models which have appeared in the marketing literature. A framework for sales territory alignment and several properties of a good sales territory alignment are developed in the course of the review. A general sales territory alignment model which accommodates these properties is developed. A solution procedure for the general model is presented. Finally, an actual implementation of the general model is described. The implementation provides a comparison of the general model with a similar model which has been frequently cited in the marketing literature.
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Bibliographic InfoArticle provided by INFORMS in its journal Management Science.
Volume (Year): 29 (1983)
Issue (Month): 11 (November)
marketing models; sales force planning; mathematical programming application;
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- Tavares Pereira, Fernando & Figueira, José Rui & Mousseau, Vincent & Roy, Bernard, 2009. "Comparing two territory partitions in districting problems: Indices and practical issues," Socio-Economic Planning Sciences, Elsevier, vol. 43(1), pages 72-88, March.
- Muyldermans, L. & Cattrysse, D. & Van Oudheusden, D. & Lotan, T., 2002. "Districting for salt spreading operations," European Journal of Operational Research, Elsevier, vol. 139(3), pages 521-532, June.
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