Sales territories are the customers allocated to a salesperson or group. Territories can be organized either by geographical area or by product/customer grouping. The selection of the structure for a territory will depend on the balance of costs of implementation against the benefits gained by the customers and organization.
|Title of host publication||Wiley Encyclopedia of Management|
|Publication status||Published - 21 Jan 2015|
- geographical sales territory
- product or customer sales territory
- sales force