IDEAS home Printed from
   My bibliography  Save this article

The importance of efficient territory management in distribution planning


  • Ioana Olariu


The current paper is a theoretical approach to the management of territories according to sales force, which has an important role in the realization of distribution. The central element is the way in which agents split their efforts between the activities and routes they are responsible with. A related issue is that of establishing what comes first – defining the sales territory or performing the selling. The effects of the interaction between the number of distribution representatives and the delimiting of the territory they cover influence the measurement of the individual elements that contribute to achieving commercial performance.

Suggested Citation

  • Ioana Olariu, 2010. "The importance of efficient territory management in distribution planning," Studies and Scientific Researches. Economics Edition, "Vasile Alecsandri" University of Bacau, Faculty of Economic Sciences, issue 15.
  • Handle: RePEc:bac:fsecub:10-15-66

    Download full text from publisher

    File URL:
    Download Restriction: no

    References listed on IDEAS

    1. Ulrich Witt & Tom Broekel & Thomas Brenner, 2012. "Knowledge and its Economic Characteristics: A Conceptual Clarification," Chapters,in: Handbook of Knowledge and Economics, chapter 16 Edward Elgar Publishing.
    Full references (including those not matched with items on IDEAS)

    More about this item


    Workload; market potential; the method of delimiting territories by accumulation; the method of delimiting territories by decomposition; time management.;

    JEL classification:

    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bac:fsecub:10-15-66. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Bogdan Nichifor). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.