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problem 1:

Describe the concept of sales territory. Why is it essential to divide the market into sales territories?

problem 2:

What do you mean by geographical control unit? Describe the different bases for designing geographical control units.

problem 3:

What is the significance of territory shapes? What are different types of territory shapes?

problem 4:

How do companies adjust the territories in order to accommodate the practical coverage complexities?

problem 5:

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.

Management Theories, Management Studies

  • Category:- Management Theories
  • Reference No.:- M98422

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