SALES TERRITORY DESIGN: AN INTEGRATED APPROACH

A sales territory design procedure should solve the dual problems of boundary definition and call frequency. Furthermore, it should be possible to base the design on several workload and potential criteria. A procedure is presented which meets this specification. It employs recent developments in set-partitioning and includes a computer code which makes it possible to handle design problems of realistic proportions. The outcome of the design procedure, termed the market matrix, is a schedule which specifies which salesman calls on each customer, and the sales call frequencies which maximize the total sales from all territories. A case example illustrates how the procedure is applied.

• Corporate Authors:

  Institute of Management Sciences

  146 Westminster Street
  Providence, RI  United States  02903
• Authors:
  • Shanker, R J
  • Turner, R E
  • Zoltners, A A
• Publication Date: 1975-11

Media Info

• Features: References;
• Pagination: p. 309-320
• Serial:
  • MANAGEMENT SCIENCE
  • Volume: 22
  • Issue Number: 3

Subject/Index Terms

• TRT Terms: Freight traffic; Management; Management science; Marketing; Physical distribution; Sales
• Uncontrolled Terms: Management systems
• Subject Areas: Administration and Management; Freight Transportation; Marine Transportation;

Filing Info

• Accession Number: 00148158
• Record Type: Publication
• Source Agency: Engineering Index
• Files: TRIS
• Created Date: Feb 16 1977 12:00AM