Territorial Design Optimization for Business Sales Plan

  • Laura Hervert-EscobarEmail author
  • Vassil Alexandrov
Conference paper
Part of the Lecture Notes in Computer Science book series (LNCS, volume 10665)


A well designed territory enhances customer coverage, increases sales, fosters fair performance and rewards systems and lower travel cost. This paper considers a real life case study to design a sales territory for a business sales plan. The business plan consists in assigning the optimal quantity of sellers to a territory including the scheduling and routing plans for each seller. The problem is formulated as a combination of assignment, scheduling and routing optimization problems. The solution approach considers a meta-heuristic using stochastic iterative projection method for large systems. Several real life instances of different sizes were tested with stochastic data to represent raise/fall in the customers demand as well as the appearance/loss of customers.


Territory design Projection methods Optimization 


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Copyright information

© Springer International Publishing AG 2018

Authors and Affiliations

  1. 1.Instituto Tecnológico y de Estudios Superiores de MonterreyMonterreyMexico
  2. 2.ICREA - Catalan Institution for Research and Advanced StudiesBarcelonaSpain
  3. 3.Barcelona Supercomputing CenterBarcelonaSpain

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