sales territory planning

Sales territory planning deals with spatial (geographical) aspects of sales management in order to maximize targets.

Sales territory planning analyzes current and potential markets according to spatial structures (e.g. number of customers, purchasing power, customer structure) in order to plan sales resources effectively and to use them measurably. This can include, for example, the definition of sales territories for individual field sales representatives or the calculation of optimized sales routes. Thus, sales territory planning is responsible for realizing regional sales potential by allocating sales resources considering customer potentials and needs.

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