Chapter 5. Designing Sales Territories That Increase Sales
This chapter discusses sales territory alignment, or the assignment of customers to salespeople. Good sales territory alignment is important, as it enhances customer coverage, increases sales, fosters fair performance evaluation and reward systems, and lowers travel costs.
The chapter is designed to help you:
Recognize the symptoms of poor sales territory alignment
Understand the impact that territory alignment has on productivity, sales, and profits
Recognize the conditions that create the need to realign sales territories
Overcome the obstacles that prevent companies from maintaining good territory alignment
Realign sales territories using an objective, data-based process that incorporates ...
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