The alignment of sales territories represents a major problem in salesforce management with considerable impact on profit. The common approach to this alignment is the balancing approach, which establishes territories balanced as well as possible with respect to one or more attributes such as...

The alignment of sales territories represents a major problem in salesforce management with considerable impact on profit. The common approach to this alignment is the balancing approach, which establishes territories balanced as well as possible with respect to one or more attributes such as...

The alignment of sales territories has a considerable impact on profit and represents a major problem in salesforce management. Practitioners usually apply the balancing approach. This approach balances territories as well as possible with respect to one or more attributes such as potential or...