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Sales territory & Quota

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Sales territory & Quota

  1. 1.  A sales territory is the customer group or geographic district for which an individual salesperson or sales team holds responsibility.
  2. 2.  Coverage of the market  Establish sales responsibility  Evaluating performance  Reduce sales expense  Benefits for salesperson and company
  3. 3.  The purpose of a sales force coverage (or sales territory) metric is to create balanced sales territories.  More selling time through reduced travel time.  Services can be maintained in all territories.  Sales potential forecast
  4. 4.  Sales Quota is the sales goal set for a product line, company division or sales representative. It is the minimum sales goal for a set time span.
  5. 5.  Provide performance targets  Provide standards  Provide Control  Provide change of direction  Tools for motivating sales people
  6. 6.  To achieve organizational objectives  Provide a direction to sales activates  Acts as standards to evaluate sales personnel  Basis of compensation

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