Sales Territory

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

Full text not available from this repository. (Request a copy)


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
DOI: 10.1002/9781118785317.weom090321

Actions (login required)

View Item View Item