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1. Assume you are appointed as head of marketing of Saragam Aluminum Company, which is a new com~
manufacturing and marketing aluminum extruded products, such as door, window, and partition a\um\nt~
frames, heat sinks, and control panels . Customers include household and business organisations. The facto-1
is located in Hosur district of Tamil Nadu, about 38 kilometre from Bangalore. You have discussed with ~oo
CEO to initially focus sales and distribution efforts in southern region, consisting of Karnataka, Tamil Nao~
Andhra Pradesh, and Kerala. You are required to design sales territories to cover the four southern states
Describe how would you go about your task.
2. In the above example, the next task is to assign salespeople to territories. What major criteria would you keei
in mind in assigning salespersons to different territories.