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Sales territories comprise a group of customers or geographical area assigned to a salesperson
Why establish sales territories?
- -obtain thorough coverage
- -establish each salespersons responsibilities
- -evaluate performance
- -reduce sales expense
- -better matching of salesperson to customers
Be able to answer why we establish sales territories...
Salesperson's sales quota
- Undifferentiated selling approach
- Account segmentation approach
- -ELMS system
- Multiple selling strategies
- Multivariable account segmentation
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