Abstract

CORREA MEDINA, Juan Gabriel; RUVALCABA SANCHEZ, Ma. Loecelia Guadalupe; OLIVARES BENITEZ, Elías  and  ZANELLA PALACIOS, Vittorio. Heurística biobjetivo de dos etapas para rediseño de territorios de venta. EconoQuantum [online]. 2011, vol.8, n.1-2, pp.143-161. ISSN 2007-9869.

The appropriate redesign of sales territories is a key element to increase the sales and minimize costs. So, it becomes a common practice to be motivated by mergers and changes in a market in constant motion. This paper presents and describes a two-stage heuristic bi-objective to redesign sales territories inspired by a real problem for a company that sells products in Mexico. The heuristic seeks to minimize the total distance traveled and the variation in volume of sales for each salesperson with respect to the current situation. A set of real instances is solved. A super-front from one set of runs of the heuristic per instance is built. In addition, the results obtained from the metrics of comparison and some conclusions are presented.

Keywords : rediseño de territorios de venta; heurística; multiobjetivo.

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