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The purpose of a sales force coverage or (sales territory management) metric is to create balanced sales territories. [1] There are a number of ways to analyze territories. [2] "Most commonly, territories are compared on the basis of their potential or size. This is an important exercise.
A territory may also be assigned by industry verticals, such as all retailers or all wholesalers in a geographical area. A sales territory may be as large as a continent, country, state or province, or as small as a precinct, suburb, town or city. Generally, a sales manager will assign a sales territory based on the territories of the sales ...
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales , through the sale of products and services and resulting profit , drive most commercial business.
Before designing a distribution system, the supplier needs to determine what distribution channel to achieve in broad terms. The approach to distributing products or services depends on a number of factors including the type of product, especially perishability; the market served; the geographic scope of operations and the firm's overall mission and vision.
Sales broker, seller agency, seller agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal. Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume.
The assumption is that customers in each department have a common set of problems and needs that can best be met by specialists. The sales activities in an office supply firm can be broken down into three departments that serve retail, wholesale and government accounts. Geographic departmentalization - Grouping activities on the basis of ...
Salesforce management systems (also sales force automation systems (SFA)) are information systems used in customer relationship management (CRM) marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called CRM systems
Commercial management, also known as commercial administration, [1] is overseeing and handling an organization’s functions and activities involved in the process of exchanging goods, services, or other valuable assets, as well as any income-generating activity; in order to achieve and sustain profitability while minimizing risks and costs. [2]
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