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Case Article ---Assigning Regions to Sales Representatives at Pfizer Turkey

Author

Listed:
  • Murat Köksalan

    () (Department of Industrial Engineering, Middle East Technical University, 06531 Ankara, Turkey)

  • Sakine Batun

    () (Department of Industrial Engineering, University of Pittsburgh, Pittsburgh, Pennsylvania 15261)

Abstract

Many pharmaceutical products are marketed to medical doctors by sales representatives (SRs). Each SR has a working area (sales territory) covering all the doctors s/he needs to visit regularly. Designing the sales territories is an important problem in the pharmaceutical sector and it requires consideration of several conflicting criteria. This case study is based on a real-life sales territory construction problem of Pfizer Turkey, one of the leading pharmaceutical companies in Turkey. The case aims to improve the students' skills of formulating and solving integer programs, exploring the solution space and the tradeoffs between different criteria, and generating a set of promising solutions to be presented to the decision maker (DM) for final choice. Case Teaching Note: Interested Instructors please see the Instructor Materials page for access to the restricted materials. To maintain the integrity and usefulness of cases published in ITE , unapproved distribution of the case teaching notes and other restricted materials to any other party is prohibited.

Suggested Citation

  • Murat Köksalan & Sakine Batun, 2009. "Case Article ---Assigning Regions to Sales Representatives at Pfizer Turkey," INFORMS Transactions on Education, INFORMS, vol. 9(2), pages 70-71, January.
  • Handle: RePEc:inm:orited:v:9:y:2009:i:2:p:70-71
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    File URL: http://dx.doi.org/10.1287/ited.1090.0021ca
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