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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Sales Territory Planning

You could be in any number of industries and have a wide array of sales channels that you use. This might range anywhere from field and inside sales (telesales) to distributors and independent reps (those who do not work directly for your company and are typically paid on a commission-only basis). Furthermore, your customer service personnel might be more engaged in upselling rather than just handling transactions and troubleshooting.

Next, your accounts could vary from small mom-and-pops to global 100 companies. You could also be selling to different business units within the same company or to different locations or buying offices. Finally, you might be selling to multinationals or global accounts.

As such, there could ...

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