1. The chapter describes the process to follow to develop territories.

After territories have been developed,

changes may occur that indicate the territories need to be realigned. What changes can you identify that
indicate the need for realignment? How would you go about the process of realigning territories? How
would you implement the changes?
SOLUTION
Changes that may indicate the need for realignment include:
 Changes in market conditions or customer needs.
 Changes in the size or demographics of the customer base.
 Changes in the competitive landscape or regulatory environment.
 Changes in the salesforce's size or structure.
 Changes in the company's strategic priorities or goals.
The process of realigning territories typically involves:
 Conducting a thorough analysis of the current situation to identify the most pressing issues and
opportunities.
 Developing a set of criteria or guidelines for territory realignment that take into account factors such
as customer needs, sales potential, and salesperson workload.
 Creating new territory maps and communicating them clearly to all salespeople and relevant
stakeholders.
 Providing training and support to help salespeople adjust to the new territories and make the most of
the new opportunities