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.

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 ?
With the acquisition, Grey Eagle's sales territory will stretch from Monroe County, Ill.
According to Callidus the territory optimisation solution, powered by Mapping Analytics' ProAlign Sales Territory Alignment & Optimization Software, allows business users to map company locations, salespeople, customers, prospects and other relevant data to ensure territories are balanced based on critical productivity targets.
Cunningham's sales territory will include: Connecticut, Illinois (South of 1-80), Indiana, Kentucky, Maine, Massachusetts, Missouri, New Hampshire, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, Tennessee, Vermont, and West Virginia
Under the old carefully-managed distribution networks, dealers in the same brand were allocated their sales territory - allowing vastly different pricing arrangements for the same model in various EU markets.
Some industry analysts expect the largest independent PepsiCo bottler to pick up sales territory in Indianapolis, St Lows and northern Ohio.
In particular, cooperatives should consider entering into sales territory agreements with their G&Ts as a way to compete in the new environment.
31) Expenses that are deductible as costs incurred in the expansion of a business include expenditures by an existing company for the purposes of developing a new sales territory,(32) increasing sales through promotional activities,(33) and developing foreign markets.
Bill Bausback is director of sales, responsible for sales management and development, the Northwest sales territory and primary principal relationships.
The agents who were chosen for the inaugural sales were singled out by sales territory managers based on their sales volume and relationship with the company, Barone said.