Chapter 13

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Anonymous
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290117
Filename:
Chapter 13
Updated:
2014-11-27 02:12:18
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13
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13
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  1. Sales territories comprise a group of customers or geographical area assigned to a salesperson
  2. Why establish sales territories?
    • -obtain thorough coverage¬†
    • -establish each salespersons responsibilities¬†
    • -evaluate performance
    • -reduce sales expense
    • -better matching of salesperson to customers
  3. Be able to answer why we establish sales territories...
  4. Salesperson's sales quota
    Account Analysis
    • Undifferentiated selling approach¬†
    • Account segmentation approach
    • -ELMS system
    • -80/20
    • Multiple selling strategies
    • Multivariable account segmentation

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