sales territory

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Sales Territory

A designated area in which a salesperson works. For example, a sales territory may include a neighborhood, a town or even a whole state. Sales territories are assigned to reduce competition between commission-based salespersons working for the same company. Most of the time, only one (or a few) salespersons are placed in a territory.
Farlex Financial Dictionary. © 2012 Farlex, Inc. All Rights Reserved

sales territory

a geographical area containing potential customers who can be approached through DIRECT SELLING and to which salespersons can be assigned. The number and sizes of territories scheduled by a firm will depend upon such considerations as numbers and size of potential customers to be covered, how densely they are grouped (since this affects travelling time between customers) and the complexity of the selling operation (which will determine the number and length of sales calls required). Where a sales territory contains insufficient potential customers to warrant the cost of deploying its own sales personnel (see SALES REPRESENTATIVE) a firm may instead choose to sell its products through a SALES AGENCY.
Collins Dictionary of Business, 3rd ed. © 2002, 2005 C Pass, B Lowes, A Pendleton, L Chadwick, D O’Reilly and M Afferson
References in periodicals archive ?
* Begin to realign the sales territories based on variables such as geography, sales revenues and critical relationships.
Roth to regional sales manager, with responsibility for the Western and Eastern U.S., Canadian territories and its Italian and African sales territories. He replaces Donald M.
Elsner Engineering Works has promoted Jay Roth to regional sales manager with responsibility for the western and eastern U.S., Canadian territories and its Italian and African sales territories. Mr.
Seven of the nine chapters in this computer tutorial are student projects for developing a targeted promotional campaign, planning a merchandising strategy, profiling customers, selecting retail sites, and managing sales territories. The opening chapters demonstrate how to use ArcMap and the Community Tapestry system.
As of December 15, Olympus began to cover Opelco's sales territories, including Maryland, Virginia, North Carolina, South Carolina, the District of Columbia and Bermuda.
has appointed Rich Elliott, Richie Rose and Tim Hesskew to new regional sales territories. The company has also hired Todd Francis as regional sales manager.
We spend a lot of time on training our teams and disseminating information between sales territories and individuals.
Financial administration and overseas CRM are on Linux; shop-floor operations and automated fabrication are on iSeries; and the front-end, browser-based eBusiness on Windows knits together your supply chain accelerating customer contact with real-time lead generation that's e-mail blasted to the sales territories.
, of Gaithersburg, MD, has expanded the sales territories of its manufacturers representatives InPro Technologies and Pro-Tek Systems.
AP--Two beer wholesalers have appealed to the Indiana Supreme Court a lower court's ruling that upheld the expiration of a state rule preventing beer wholesalers from setting up exclusive sales territories.
* The ability to create combined areas for users who need to understand the dynamics of their sales territories, network coverage or site catchment areas
Seven of the top 10 sales territories are in fact on the Euro continent.