Selling Today: Partnering to Create Value, 14/e

Territory Management

1. 16.3 Explain factors that contribute to improved territory management

Many marketing organizations have found it helpful to break down the total market into manageable units called “sales territories.” A sales territory is the geographic area where prospects and customers reside. Although some firms have developed territories solely on the basis of geographic considerations, a more common approach is to establish a territory on the basis of classes of customers. Territories are often classified according to sales potential. Some marketers assign sales representatives to key industries. The Ottawa Citizen newspaper divided the paper’s customer base into major business lines such as real estate and automotive.16 Regardless ...