The importance of efficient territory management in distribution planning

Ioana Olariu

doi:10.29358/sceco.v0i15.149

The importance of efficient territory management in distribution planning

Authors

Ioana Olariu

DOI:

https://doi.org/10.29358/sceco.v0i15.149

Keywords:

workload, market potential, the method of delimiting territories by accumulation, the method of delimiting territories by decomposition, time management

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.

Downloads

Download data is not yet available.

Downloads

Published

15.12.2010

Issue

No. 15 (2010)

Section

Articles

License

Authors who publish with this journal agree to the following terms:

Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.

Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.

Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).

How to Cite

Olariu, I. (2010). The importance of efficient territory management in distribution planning. Studies and Scientific Researches. Economics Edition, 15. https://doi.org/10.29358/sceco.v0i15.149