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Effective Sales Territory Management

This document discusses effective management of sales territories through the delineation of territories and allocation of customers to sales agents. It examines how defining sales territories and allocating customers can impact agents' time management and ability to sell effectively. Key factors in delineating territories include geography, existing and potential customers, and ensuring territories allow agents to maximize sales and manage their time well.

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Anonymous fdZpXn
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19 views1 page

Effective Sales Territory Management

This document discusses effective management of sales territories through the delineation of territories and allocation of customers to sales agents. It examines how defining sales territories and allocating customers can impact agents' time management and ability to sell effectively. Key factors in delineating territories include geography, existing and potential customers, and ensuring territories allow agents to maximize sales and manage their time well.

Uploaded by

Anonymous fdZpXn
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

the importance of effective

management of the territory in the


distribution
Summary
This article is a theoretical approach to management of sales territory by force. The central element
is how agents split their efforts between the activities and routes in charge. A related issue is to
determine what comes first - defining the territory that is sold or completion of the sale. Interaction
effects of body size by sales agents and defining the territory covered by these influences measuring
individual elements that contribute to business performance.

Keywords
Working time, potent partly the market , method of delimitation of territories by accumulating
delimiting territories decomposition method, time management.

Fundamentals of delimitation of territories


Separates commercial territories to help agents sell more effectively. Delineation is done by
allocating a number of existing and potential customers for each sales agent acting in a given area,
usually set, but not always, on geography. Reasons for delimiting territories shall be made and the
criteria that may vary greatly from case to case. The division into business areas is not necessary or
useful in any situation. Reasons against these boundaries may occur in the case of sales to friends
and social contacts, or with references received from other existing customers, as is the case with
insurance companies or financial investment. Another reason against the existence of territories that

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