Sales territory design: Thirty years of modeling and implementation

Marketing Science

Volumn 24, Issue 3, 2005, Pages 313-331

  Zoltners, Andris A ^a   Sinha, Prabhakant ^b  

^a NORTHWESTERN UNIVERSITY   (United States)

^b ZS Associates   (United States)

Author keywords

Change management; Model implementation; Pharmaceuticals; Sales management; Sales territory alignment; Salesforce; Segmentation

Indexed keywords

EID: 26044441195     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.1050.0133     Document Type: Review

References (13)

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