Sales Territory Design: An Integrated Approach

Roy J. Shanker, Ronald E. Turner and Andris A. Zoltners
Additional contact information
Roy J. Shanker: Institute of Defense Analyses
Ronald E. Turner: Queen's University
Andris A. Zoltners: University of Massachusetts

Management Science, 1975, vol. 22, issue 3, 309-320

Abstract: 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.

Date: 1975
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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormnsc:v:22:y:1975:i:3:p:309-320

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