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What is Territorial Sales Force Structure in Marketing? PDF Download

Learn Territorial Sales Force Structure definition in marketing with explanation to study “What is Territorial Sales Force Structure”. Study territorial sales force structure explanation with marketing terms to review marketing course for online MBA programs.

Territorial Sales Force Structure Definition:

  • A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line.

    Principles of Marketing by Philip T. Kotler, Gary Armstrong



Territorial Sales Force Structure Explanation:

Regional or territorial deals power structure alludes to a business power association that allocates every sales rep to a select geographic region in which that sales rep sells the organization's full line of items or administrations to all clients in that domain. This association unmistakably characterizes every salesman's activity and fixes responsibility. It likewise expands the sales rep's craving to construct nearby client connections that, improve selling viability. At long last, in light of the fact that every sales rep goes inside a restricted geographic territory, travel costs are moderately little. In the regional deals power structure, every sales rep is relegated to a restrictive region wherein to sell the organization's full line of items or administrations. This business power structure is the most straightforward deals association and has numerous preferences. To start with, it obviously characterizes the salesman's activity, and in light of the fact that just a single sales rep works the region, the individual in question gets all the credit or the fault for an area deals. Second, the regional structure expands the salesman's craving to manufacture nearby business ties that, thus, improve the sales rep's selling viability. At long last, on the grounds that every sales rep goes inside a little geographic region, travel costs are moderately little.

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