Territory management problems and remedies
Problems Remedies
1. Inadequate coverage 1. Split territory
2. Inadequate size 2. Enlarge territory
3. Revision 3. Prepare salespeople
4. Shifting accounts 4. Revise territory
5. Direct accounts 5. Clarify at hiring
6. Inadequate support 6. Assist salespersons
7. Territory jumping 7. Eliminate practice.
8. Overlapping territory 8. Minimize crossovers
9. Selling cost variations 9. Review cost figure
10. High turnover 10. Rectify casual factor
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