Affiliation:
1. Wharton School, University of Pennsylvania.
Abstract
A mathematical programming model and heuristic solution procedure are developed to realign sales territories. Unique model aspects are: (1) the objective function is the anticipated profit generated by the sales force; (2) the interrelated problem of account specific call frequency determination is simultaneously considered; (3) travel time is considered, including combining calls on accounts into trips.
Subject
Marketing,Economics and Econometrics,Business and International Management
Cited by
20 articles.
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