Sales Territory Alignment: A Review and Model

DOI10.1287/MNSC.29.11.1237MaRDI QIDQ3040920zbMATH OpenOpenAlexFDO

Authors Andris A. Zoltners, Prabhakant Sinha

Publication date 1983

Published in Management Science (Search for Journal in Brave)

Full work available at URL https://doi.org/10.1287/mnsc.29.11.1237

zbMATH Keywords

marketingsales territory alignment problemsolution procedure

Mathematics Subject Classification ID

Operations research and management science (90B99) Applications of mathematical programming (90C90)

Cited in

(24)

• Heuristic methods for the sectoring arc routing problem
• Solving a large scale districting problem: A case report
• Optimal political districting
• Districting for salt spreading operations
• Constrained clustering via diagrams: a unified theory and its application to electoral district design
• Exact approaches for solving a covering problem with capacitated subtrees
• A multi-objective districting problem applied to agricultural machinery maintenance service network
• Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints
• A dual bounding scheme for a territory design problem
• Voronoi diagrams with overlapping regions
• A hierarchical location model for public facility planning
• Multiple criteria districting problemsthe public transportation network pricing system of the Paris region
• Towards a unified territorial design approach - applications, algorithms and GIS integration. (With comments and rejoinder)
• An optimization-based approach for the healthcare districting under uncertainty
• Optimal design of compact and functionally contiguous conservation management areas
• Graph clustering
• Imposing contiguity constraints in political districting models
• Salespeople's management of customer information: Impact on optimal territory and sales force sizes
• The sales force deployment problem for teams of sales representatives within sales territories
• Police service district planning
• Risk-balanced territory design optimization for a micro finance institution
• A data envelopment analytic model for assessing the relative efficiency of the selling function
• Solving continuous location-districting problems with Voronoi diagrams
• A reactive GRASP for a commercial territory design problem with multiple balancing requirements

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