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Assigning Regions to Sales Representatives at Pfizer Turkey

  • Murat KöksalanEmail author
  • Sakine Batun
Chapter
Part of the International Series in Operations Research & Management Science book series (ISOR, volume 274)

Abstract

This case is based on a project conducted for a pharmaceutical company, Pfizer. Sales representatives of pharmaceutical companies typically visit medical doctors regularly to promote their products. There are a number of criteria that may be of interest in assigning representatives to a group of doctors: minimizing total distance traveled by representatives, balancing the workload of representatives, and minimizing the disruption in the assignments of each representative are three main concerns. In this case study, a realistic scenario is created for students to attempt to find meaningful solutions to this multiple criteria problem from practice.

References

  1. Batun, S., Bozgüney, E. S., Kirkizoğlu, Z., Sezginer, S., & Sönmez, E. (2004). Alignment of Pfizer Turkey’s sales territories. Systems Design Project Report, Department of Industrial Engineering, METU, Ankara, Turkey.Google Scholar
  2. Seyhan, S., Varolan, N., & Kumser, S. (2006). Country profile: Turkey. Pharmaceutical Engineering, 26(3), 77–81.Google Scholar
  3. Sezan, E. (2005). A leading player in an overlooked sector. A research report prepared by İş Yatırım Menkul Değerler A.Ş. (İş Investment) to inform its clients.Google Scholar

Copyright information

© Springer Nature Switzerland AG 2019

Authors and Affiliations

  1. 1.Department of Industrial EngineeringMiddle East Technical UniversityAnkaraTurkey

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