What are the methods of devising territories?


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a)         Build up method:

Designing territory through combining enough pieces of a company overall market to create units that offer sufficient sales challenge.

b)         Breakdown method:

Determining the number of territory by dividing projected average sales per salesperson into an overall sales forecast.

c)         Incremental method:

Establishing territory as long as the marginal profit generated by the territory exceed the cost of servicing them.

d)         Assigning salespersons to territory.

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