Sales Territory

Kenneth Le Meunier-FitzHugh

doi:10.1002/9781118785317.weom090321

Sales Territory

Kenneth Le Meunier-FitzHugh

Research output: Chapter in Book/Report/Conference proceeding › Chapter

Abstract

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.

Original language	English
Title of host publication	Wiley Encyclopedia of Management
Publisher	Wiley
Volume	9.1
DOIs	https://doi.org/10.1002/9781118785317.weom090321
Publication status	Published - 21 Jan 2015

Keywords

geographical sales territory
product or customer sales territory
sales force

Access to Document

10.1002/9781118785317.weom090321

Cite this

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title = "Sales Territory",

abstract = "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.",

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KW - product or customer sales territory

KW - sales force

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DO - 10.1002/9781118785317.weom090321

M3 - Chapter

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