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Sales Management: Territory Size in Competitive Environments

1. What type of territory management plan is most effective? Explain.
2. Should the size and potential be the same for all sales territories?
3. How does the competitive environment dictate the sales force incentives?

Please answer questions individually.

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Sales Management

1. What type of territory management plan is most effective? Explain.
The type of territory management plan is most effective in which there are specific objectives in relation to the sales to be achieved, the number of customers to be mapped and contacted, the feedback to be received and the action to be taken on the basis of feedback. The effective territory management plan will have a fixed time span in which every customer will be contacted and his feedback will be collected and action taken to reduce his dissatisfaction if any. During this time every satisfied customer will be touched for references, both general ...

Solution Summary

A full paragraph of very clear explanation is presented for each of the three questions.

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