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The importance of efficient territory management in distribution planning

Author

Listed:
  • Ioana Olariu

Abstract

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
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    File URL: http://sceco.ub.ro/DATABASE/repec/pdf/2010/20101566.pdf
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    More about this item

    Keywords

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

    JEL classification:

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

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