How to Design Sales Territories
- 1 January 1961
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing
- Vol. 25 (3) , 7-13
- https://doi.org/10.1177/002224296102500302
Abstract
What are the kinds of evils that are generated from poorly designed sales territories? What are the goals of a “perfect” system for designing sales territories? The author uses an actual case history to point out how the development of improved techniques of territorial design allowed one national company to reap the harvest of having the right number of salesmen at the right place at the right time.Keywords
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