Sales people are not only responsible for individual customers (account management) but they are also responsible for a group of accounts (territory management) establishment of sales territories facilities matching selling effort with sales opportunity. Sales personal are assigned the responsibility for serving particular grouping of customers.
Sales territory
It is configuration of current and potential account for which responsibility has been assigned to a particular sales representative. Whether designated geographical or not, a sales territory is a grouping of customers and prospects that can be called upon conveniently and economically by an individual salesperson.
Major Account:
Customers whose significance to the company business require special attention and experience
Direct Account
Large account involving special arrangements in terms of principle credit or product design.
House Account
An account not designed to an individual not to an individual salesperson but one handled by executives in the organisation head/division offices.
Territory Management
It is the planning, implementation and control salespersons activities with the goal of realizing the sales and profit potential their assigned territories.
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