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ToolsLe Meunier-FitzHugh, Kenneth (2015) Sales Territory. In: Wiley Encyclopedia of Management. Wiley.
Full text not available from this repository. (Request a copy)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.
| Item Type: | Book Section |
|---|---|
| Uncontrolled Keywords: | geographical sales territory,product or customer sales territory,sales force |
| Faculty \ School: | Faculty of Social Sciences > Norwich Business School |
| UEA Research Groups: | Faculty of Social Sciences > Research Groups > Marketing, Entrepreneurship and Business Strategy (former - to 2019) Faculty of Social Sciences > Research Groups > Marketing |
| Depositing User: | Pure Connector |
| Date Deposited: | 24 Mar 2015 15:58 |
| Last Modified: | 30 Sep 2021 17:11 |
| URI: | https://ueaeprints.uea.ac.uk/id/eprint/52561 |
| DOI: | 10.1002/9781118785317.weom090321 |
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