Module 4

Question 1

What is sales territory

Answer 1

It refers to the number of presents and potential of customers in a certain geographical area assigned for a specific salesperson

Question 2

What are the benefits of sales territory

Answer 2

1 Ensures proper market coverage
2 equalization in workload
3 Increases salesperson morale
4 improves customer relations
5 Reduces selling costs
6 Effectiveness in control and evaluation in sales force
7 improves conflicts and disputes

Question 3

Steps of the design of the sales territory

Answer 3

Step 1 Select a geographical control unit
Step 2 determines the salesperson workload
Step 3 determines the sales potential in each sales control unit
Step 4 Determine the basic sales territory
Step 5: Assign the suitable salesperson