Chapter 13

  1. Sales territories comprise a group of customers or geographical area assigned to a salesperson
  2. Why establish sales territories?
    • -obtain thorough coverage¬†
    • -establish each salespersons responsibilities¬†
    • -evaluate performance
    • -reduce sales expense
    • -better matching of salesperson to customers
  3. Be able to answer why we establish sales territories...
  4. Salesperson's sales quota
    Account Analysis
    • Undifferentiated selling approach¬†
    • Account segmentation approach
    • -ELMS system
    • -80/20
    • Multiple selling strategies
    • Multivariable account segmentation
Author
Anonymous
ID
290117
Card Set
Chapter 13
Description
13
Updated