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Design and Size of Sales Territories

Design and Size of Sales Territories

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Published by Imran Malik
The design, size, and operation of sales territories are critical to a firm's success because they allow the firm to provide service to customers. This chapter will help you to understand. Who is responsible for territorial development? The factors to consider when designing sales territories. The importance of reducing sales leakage. How computers can help design territories
The design, size, and operation of sales territories are critical to a firm's success because they allow the firm to provide service to customers. This chapter will help you to understand. Who is responsible for territorial development? The factors to consider when designing sales territories. The importance of reducing sales leakage. How computers can help design territories

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Published by: Imran Malik on Dec 05, 2011
Copyright:Attribution Non-commercial

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10/20/2012

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W
HAT IS A
S
ALES
T
ERRITORY?
A sales territory is composed of a group of customers ora geographic area assigned to a salesperson.
 
W
HO
 
IS
R
ESPONSIBLE FOR
T
ERRITORIAL
D
EVELOPMENT?Development of sales territories is usually theresponsibility of the sales manager overseeingthe larger sales units within the organization.
 
W
HY
E
STABLISH
S
ALES
T
ERRITORIES?
 
To obtain thorough coverage of the market.
 
To establish a salesperson’s responsibility.
 
To evaluate performance.
To improve customer relations.
To reduce sales expense.
To allow better matching of salesperson tocustomer.
To benefit salespeople and the company.

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