Sales Territory Alignment: A Review and Model

Article OPEN
Andris A. Zoltners; Prabhakant Sinha;
(1983)
  • Journal: Management Science,volume 29,issue 11 November,pages1,237-1,256
  • Related identifiers: doi: 10.1287/mnsc.29.11.1237
  • Subject: marketing models, sales force planning, mathematical programming application
    acm: InformationSystems_INFORMATIONINTERFACESANDPRESENTATION(e.g.,HCI) | ComputingMilieux_COMPUTERSANDSOCIETY | GeneralLiterature_MISCELLANEOUS

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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