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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