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A company’s sales territories represent basic accountability units at the lowest level of
aggregation.
The factors that motivate n govern the formation of sales territories are numerous.
However, they can be usually classified into three categories:
customer – related;
salesperson – related;
and managerial.
Reasons for, and benefits of, Sales Territories
REASONS BENEFITS
Customer – Related
Account load
Account potentials
Servicing requirements
CONTROL
OBJECTIVES
Quotas
Sales/ Share goals Reporting procedures
Profit targets Review n Revisions
New business targets
STRATEGIES
Call frequencies
Product offering
Pricing
IMPLEMENTATION
Calling on prospects
TACTICS Servicing accounts
Territory coverage Reporting
Routing
Scheduling