Sales Territory Alignment: A Review and Model

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.

• 저널Management Science · 29(11) · 1237–1256
• 토픽Consumer Retail Behavior Studies · Marketing
• DOI10.1287/mnsc.29.11.1237
• 저자Andris A. Zoltners, Prabhakant Sinha