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Managing The Global Sales Territory
Managing The Global Sales Territory
A Global Perspective
Introduction
Sales territory environments constantly
change
With change, territorial decisions should
be revisited by the sales manager:
Sales force or agents?
Criteria for selecting partners
What is the correct sales force size?
Ethical dilemmas in sales force territory
design and management
Sales Force or Agent?
2,000
(60-.5x50)
Or 2,000/35 = 57 units
If the sales manager forecasts sales of 100 units for a company
salesperson, then economically the firm should use a company
salesperson
Selecting Partners