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Sales Territory Alignment: A Review and Model

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Author Info

  • Andris A. Zoltners

    (Northwestern University)

  • Prabhakant Sinha

    (Rutgers University)

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    Abstract

    The 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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    File URL: http://dx.doi.org/10.1287/mnsc.29.11.1237
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    Bibliographic Info

    Article provided by INFORMS in its journal Management Science.

    Volume (Year): 29 (1983)
    Issue (Month): 11 (November)
    Pages: 1237-1256

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    Handle: RePEc:inm:ormnsc:v:29:y:1983:i:11:p:1237-1256

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    Related research

    Keywords: marketing models; sales force planning; mathematical programming application;

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    Cited by:
    1. 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.
    2. 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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