Quick answer: Some firms do not set formal sales territories because they are small or local, sell through personal relationships,
Marketing & Sales
Guides on marketing, advertising, sales management, distribution and retail, with Indian examples.
Quick answer: Sales territories let a company match selling effort to market potential. Clear territories improve customer coverage, make sales
Quick answer: Sales quotas are hard to set well. Sales estimates may be inaccurate or based on opinion, setting them
Quick answer: Good sales quotas are accurate, fair, challenging but attainable, objective, simple to understand, flexible yet stable, clearly defined
Quick answer: Companies set sales quotas in six main ways: from sales forecasts combined with territory potential, from forecasts alone,
Quick answer: A sales quota is a target set for a salesperson, team or territory for a period. Quotas give
Quick answer: Firms set prices to reach a clear goal. The main pricing objectives are survival, maximising current profit, earning
Quick answer: Chain stores are two or more shops under one owner and central management, selling the same lines of
Quick answer: A supermarket is a large self-service store selling a wide range of groceries and household goods at low
Quick answer: A departmental store is a large shop, usually in a city centre, that sells almost every kind of