Reasons for establishing territories
Reasons Benefits
Customer related
1. Provide intensive market coverage – produce higher salary
2. Provide excellent customer service – produce greater satisfaction
Supervision related
3. Foster enthusiasm and moral – leads to less turnover and high job satisfaction
4. Facilitates performance evaluation – offer reward related to efforts.
Managerial
5. Enhance control and evaluation – reduce expense
6. Coordinate promotion – give more bang for buck
7. Control selling expenses – avoids promotional wastage
8. Aids in coordinating of personnel selling and advertising
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