Describe the concept of sales territory. Why is it essential to divide the market into sales territories?
What do you mean by geographical control unit? Describe the different bases for designing geographical control units.
What is the significance of territory shapes? What are different types of territory shapes?
How do companies adjust the territories in order to accommodate the practical coverage complexities?
Visit the market and try to study the territory design of a pharmaceutical company, an FMCG company and companies making consumer durable products like television, refrigerator, car and so on.