Sales Territory Alignment: A Review and Model

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Andris A. Zoltners; Prabhakant Sinha;
  • Journal: Management Science, volume 29, issue 11 November, pages 1,237-1,256
  • Identifiers: doi: 10.1287/mnsc.29.11.1237
  • Subject: marketing models, sales force planning, mathematical programming application

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 ... View more
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