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Organizing the territories and territorial coverage of Areas of sales management organization
The organization of territories and tarritorial coverage is a relatively simple matter, if the planning that precedes it has been done well.






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The organisation of territories consists primarily in assigning the various geographic areas established through territorial-layout planning to the individuals who are to be responsible for their coverage. The organization of territorial coverage consists in getting the salesman to understand and accept the concept of planned territorial coverage and teaching him how to use the permanent route plan. It is usually necessary for the field sales manager to extend considerable effort in achieving such understanding and acceptance.

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