Realignment of sales territories using multivariate statistics.
DOI:
https://doi.org/10.33064/iycuaa2011534489Keywords:
ealignment territories, multivariate statistics, cluster analysis, discriminant analysis, K-means, sales forceAbstract
This paper presents a procedure for territory realignment in a sales region of a cutting tools distributor by using multivariate statistics. The objectives of the realignment were the compactness of the territories and the minimization of the variation in current volume sales between salesmen. The first objective was achieved through a cluster analysis whose centers were the places of residence of the salesmen, while the latter required the classification of customers based on the criteria of interest for the company. The results show that the multivariate statistics is a good tool for solving such problems.
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Copyright (c) 2011 Juan Gabriel Correa Medina, Ma. Loecelia Guadalupe Ruvalcaba Sánchez, Alejandro Fabre Bandini
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