Territory Design for Sales Force Sizing

Juan G. Moya-García () and M. Angélica Salazar-Aguilar ()
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Juan G. Moya-García: Linde México
M. Angélica Salazar-Aguilar: Universidad Autónoma de Nuevo León (UANL)

Chapter Chapter 10 in Optimal Districting and Territory Design, 2020, pp 191-206 from Springer

Abstract: 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.

Keywords: Sales force optimization; Sales territory design; Workload assignment; Personnel scheduling; Routing-clustering heuristic (search for similar items in EconPapers)
Date: 2020
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DOI: 10.1007/978-3-030-34312-5_10

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