The workload approach to the design of sales territories can be thought of as a six-part decision process, starting with decisions on allocation criteria, and selection of starting points.
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Q3: A common quantitative factor on which to
Q4: Minor realignments of sales territories are likely
Q5: In one form or another all companies
Q6: Combining control units is a fundamental part
Q7: The number of current customers per territory
Q9: Countries are sometimes used as control units.
Q10: The most popular approach to designing sales
Q11: Sales territories can be instrumental in helping
Q12: The control or evaluation of salespeople's performance
Q13: For purposes of balancing territory sales potential,
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