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blankChapter 7 - Chapter 7: Time Territory & Management...

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I. What does it mean to have Efficient Territory? : (Pg. 183) - Well-designed sales territories ___________________, __________________, and __________________. - Efficient Territory means having a territory that: 1. ___________________ 2. Helps build _______________________ 1) ____________________ 3. Helps to build a more effective _________________ 4. Improves ______________________ 5. Enables management to provide better _________________________ _____________ II. III.Economical way of reaching customers and prospects in our economy: (Pg. 183) - Inflation affects the price of food, lodging, and transportation – and selling costs. Sales managers must design cost-effective territories by ______________________________________________ and by _______________________ IV. __________________________________. - The following alternatives used in the place of _____________________________________________ enable salespeople to work from office or home, thereby curtailing travel, hotel, and dining expenses: 1. Teleconferencing 2. Internet/website 3. E-mail 4. Fax 5. Inside sales reps - V. What Time and Territory Management involves: - Time and Territory Management help improve _________ and the Strategies Help Determine These Things: 1. _______ accounts are called on 2. _______ accounts are called on 3. _______ ____ accounts are called on - Time and Territory Management Involves 1. ______________________________ 2. ______________________________ 3. ______________________________ 4. ______________________________ 5. ______________________________ 6. ___________________ and Routing:
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This note was uploaded on 10/17/2011 for the course MKTG 481 taught by Professor Ve during the Spring '11 term at Nicholls State.

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blankChapter 7 - Chapter 7: Time Territory & Management...

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