IDEAS home Printed from https://ideas.repec.org/h/spr/isochp/978-3-030-34312-5_10.html
   My bibliography  Save this book chapter

Territory Design for Sales Force Sizing

In: Optimal Districting and Territory Design

Author

Listed:
  • Juan G. Moya-García

    (Linde México)

  • M. Angélica Salazar-Aguilar

    (Universidad Autónoma de Nuevo León (UANL))

Abstract

In sales territory design applications, a sales force team is in charge of performing recurring visits to the customers and typically, each territory is assigned to a sales representative with the aim to establish long-term personal relationship with the customers. At the strategic level, the decision maker must partition the set of customer in sales territories and at the tactical level, the daily routes (schedule of visits) of the sales representatives must be planned. Balanced sales territories allow better customer coverage and balanced workload. Additionally, efficient routes allow to perform more visits and to reduce the travel time. In this work, we focus in an application of territory design for determining the size of the sales force in a Mexican company. We also describe a simple heuristic for this problem and analyze its performance in two real cases from the company. Computational results show that the proposed heuristic produces high-quality solutions within a low computation time.

Suggested Citation

  • Juan G. Moya-García & M. Angélica Salazar-Aguilar, 2020. "Territory Design for Sales Force Sizing," International Series in Operations Research & Management Science, in: Roger Z. Ríos-Mercado (ed.), Optimal Districting and Territory Design, chapter 0, pages 191-206, Springer.
    • Handle: RePEc:spr:isochp:978-3-030-34312-5_10
    DOI: 10.1007/978-3-030-34312-5_10
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Meyer, Anne & Glock, Katharina & Radaschewski, Frank, 2021. "Planning profitable tours for field sales forces: A unified view on sales analytics and mathematical optimization," Omega, Elsevier, vol. 105(C).
    2. Sandoval, M. Gabriela & Álvarez-Miranda, Eduardo & Pereira, Jordi & Ríos-Mercado, Roger Z. & Díaz, Juan A., 2022. "A novel districting design approach for on-time last-mile delivery: An application on an express postal company," Omega, Elsevier, vol. 113(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:isochp:978-3-030-34312-5_10. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.