Sales Territory

Le Meunier-FitzHugh, Kenneth (2015) Sales Territory. In: Wiley Encyclopedia of Management. Wiley.

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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:	24 Sep 2024 07:58
URI:	https://ueaeprints.uea.ac.uk/id/eprint/52561
DOI:	10.1002/9781118785317.weom090321

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