Sales Territory Alignment: A Review and Model

Andris A. Zoltners and Prabhakant Sinha
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Andris A. Zoltners: Northwestern University
Prabhakant Sinha: Rutgers University

Management Science, 1983, vol. 29, issue 11, 1237-1256

Abstract: The sales territory alignment problem may be viewed as the problem of grouping small geographic sales coverage units into larger geographic clusters called sales territories in a way that the sales territories are acceptable according to managerially relevant alignment criteria. This paper first reviews sales territory alignment models which have appeared in the marketing literature. A framework for sales territory alignment and several properties of a good sales territory alignment are developed in the course of the review. A general sales territory alignment model which accommodates these properties is developed. A solution procedure for the general model is presented. Finally, an actual implementation of the general model is described. The implementation provides a comparison of the general model with a similar model which has been frequently cited in the marketing literature.

Keywords: marketing models; sales force planning; mathematical programming application (search for similar items in EconPapers)
Date: 1983
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Citations: View citations in EconPapers (35)

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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormnsc:v:29:y:1983:i:11:p:1237-1256

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