sales territory


Also found in: Dictionary, Wikipedia.

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.

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.
References in periodicals archive ?
He will be based in Washington state and cover sales territory that includes key accounts in the Pacific Northwest.
As soon as reasonably possible, convene a meeting of the sales management team to begin exploring ways to integrate and divide the sales territory for the combined organization.
In September, Pap Machinery announced it had acquired Fisher Farm & Lawn, more than doubling Pape's John Deere sales territory. Fisher President Patrick Richards noted at the time that Pap has acquired six other John Deere Agriculture and Turf dealerships since November 2011 and had plans to continue aggressively expanding in that market.
The acquisition includes Illinois Distributing's assets and sales territory which includes most of St.
Sales Performance Management (SPM) specialist Callidus Software Inc (NASDAQ:CALD) said today that it has entered into a partnership with Mapping Analytics, the creator of the ProAlign Sales Territory Alignment and Optimization solution.
Toyota said it plans to introduce 10 new hybrid models by the end of 2012 as part of its efforts to further augment its hybrid car lineup and expand its sales territory to more countries and regions around the world.
Charlie Cunningham has joined American Augers in the position of Sales Territory Manager for the Northeastern region of the United States.
As a graduate of Fort Schuyler, with practical agency experience and speaking the local languages fluently, Ana is ideally qualified to expand GAC's customer base in her appointed sales territory."
He has responsibility for the sales territory of California, Washington, Oregon, Arizona, New Mexico, Nevada, Montana, Idaho, Wyoming and Hawaii and makes his territory home headquarters in the Seattle area.
Stoker's background includes sales territory management with several large well-known crushing and screening manufacturing companies.
Amos began his career with Aflac in 2002 as the state sales coordinator for its Georgia North sales territory. Georgia North soon became Aflac's number one territory in regards to new annualized premium sales.
Sample topics include new product sales, the field-visit process, and sales territory planning.