Sales Territories

A sales territory represents a group of customers or markets or geographical areas. Sales territories are geographical area that can be covered conveniently and canonically by a sales person.

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Sales Quotas

sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time. A sales unit may be a territory, a branch office, a region, a distributor or a person.

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Sales Analysis

It is a detailed examination of sales volume by territory, sales person, customer, product line, etc. It works on the principle that the trends of the total sales volume conceal rather than reveal the market reality. Researchers reveal that in most organizations a large percentage of customer order territories bring in a small percentage of total sales.

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Sales Control

Sales control function assists the manager in ascertaining which level of sales has been achieved, why there has been a variance, and which remedial action can be taken to achieve the target results

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