Journal ArticleDOI
Sales Territory Design: An Integrated Approach
TLDR
A sales territory design procedure is presented which employs recent developments in set-partitioning and includes a computer code which makes it possible to handle design problems of realistic proportions.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.read more
Citations
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Journal ArticleDOI
Sales Territory Alignment: A Review and Model
TL;DR: In this paper, a general sales territory alignment model which accommodates these properties is developed and an actual implementation of the general model is described, along with a comparison with a similar model which has been frequently cited in the marketing literature.
Journal ArticleDOI
Solving capacitated clustering problems
John M. Mulvey,Michael P. Beck +1 more
TL;DR: Empirical results using both a primal heuristic and a hybrid heuristic-subgradient method for problems having n ⩽ 100 show that the algorithms locate close to optimal solutions without resorts to tree enumeration.
Journal ArticleDOI
Towards a Unified Territorial Design Approach: Applications, Algorithms and GIS Integration
TL;DR: A basic territory design model is introduced and two approaches for solving this model are presented: a classical location-allocation approach combined with optimal split resolution techniques and a newly developed computational geometry based method.
Journal ArticleDOI
A Model of Contiguity for Spatial Unit Allocation
TL;DR: The purpose of this article is to propose a new exact formulation of contiguity that can be incorporated into any mixed integer programming model for SU allocation, and which guarantees to enforcecontiguity regardless of other included criteria such as compactness.
Journal ArticleDOI
The 2004 ISMS Practice Prize Winner-Sales Territory Design: Thirty Years of Modeling and Implementation
TL;DR: Because of their combinatorial complexity, multiple conflicting objectives, and personnel aspects that touch everyone in the salesforce, the alignment models were unable to completely solve the sales territory alignment issues faced by companies.
References
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Journal ArticleDOI
An Introduction to Probability Theory and Its Applications.
Book
Marketing management: analysis. planning. implementation and control
TL;DR: In this paper, the authors discuss the critical role of marketing in organizations and society, and propose a set of strategies for the global marketplace, including direct marketing, sales-promotion, and public-relations.
Book
An Algorithm for the Traveling Salesman Problem
TL;DR: A “branch and bound” algorithm is presented for solving the traveling salesman problem, where the set of all tours feasible solutions is broken up into increasingly small subsets by a procedure called branching.
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