Zoltners, Andris A.; Sinha, Prabhakant - In: Marketing Science 24 (2005) 3, pp. 313-331
Sales territory alignment is the assignment of accounts and their associated selling activities to salespeople and …,000 sales territories. Optimization models have evolved over time to explicitly consider travel time along road networks and … databases have enabled the development of systems that communicate alignments visually to sales managers. Because of their …