Question 1:
Describe the concept of sales territory. Why is it essential to divide the market into sales territories?
Question 2:
What do you mean by geographical control unit? Describe the different bases for designing geographical control units.
Question 3:
What is the significance of territory shapes? What are different types of territory shapes?
Question 4:
How do companies adjust the territories in order to accommodate the practical coverage complexities?
Question 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.