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  USA  02903
  • Authors:
    • Shanker, R J
    • Turner, R E
    • Zoltners, A A
  • Publication Date: 1975-11

Media Info

  • Features: References;
  • Pagination: p. 309-320
  • Serial:

Subject/Index Terms

Filing Info

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