In this unit students will develop knowledge and understanding of the design, planning and management of sales territories and the work of the sales team in those territories. Students will analyse the market, and appraise options for the definition of territories in order to establish the appropriate territory plan to optimise the sales effort.
- Understand sales territory design, planning and management
- Understand factors that affect territory management
- Be able to review and revise territory plans
- Be able to resource sales territories