Creating territories from scratch

Agency Sales | July 1, 1999| | Copyright

If you have an active sales program using a salaried sales force, you probably have defined territories in place. They may not be the most efficient, but at least you have a jumping-off point to use when you shift to agents. But, if you are starting from scratch you are probably better off, because most sales territories tend to grow on an ad hoc basis. They may be productive, but the chances are they could be more productive if they had been planned rather than established on the fly.

REPLETTER OBSERVATION

The question of territories was broached obliquely by a manufacturer who asked us, ...

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