Selling -- Mathematical models, Sales personnel -- Management, Linear programming -- Case studies, Operations research
The overall goal of the project is to create multi-state, contiguous sales territories, roughly balanced by sales volumes. The desire is to create three balanced sales regions from the Lower 48 states (plus District of Columbia), and assign them to a new, three-person, in-house sales staff. This staff will work partially on commission, so the goal is to produce new regions with the same potential income for the new sales staff. The Territory Design Problem has a long history, and we do not re-invent the wheel here. Our primary references have been Kalcsics et al. and Rios-Mercado et. al.
Arm, Thomas; Chi, Justin; Cutting, Guy; Keefe, Laurence; and Mponwane, Letsogile, "Linear Programming Optimization Problem: Sales Regions for OLS" (2016). Engineering and Technology Management Student Projects. 66.