A sales territory refers to the designated customer group or area for which a salesperson or team is responsible, aimed at creating balanced territories to optimize market coverage and reduce travel time. Sales quotas establish minimum sales goals for specific time frames, serving as performance targets and standards for evaluating sales personnel. Overall, effective sales territory management enhances both organizational objectives and salesperson motivation.

3.  A sales territory is the customer group or
geographic district for which an
individual salesperson or sales team
holds responsibility.

5.  Coverage of the market
 Establish sales responsibility
 Evaluating performance
 Reduce sales expense
 Benefits for salesperson and company

6.  The purpose of a sales force coverage
(or sales territory) metric is to create
balanced sales territories.
 More selling time through reduced travel
time.
 Services can be maintained in all
territories.
 Sales potential forecast

7.  Sales Quota is the sales goal set for
a product line, company division or sales
representative. It is the minimum sales
goal for a set time span.

9.  Provide performance targets
 Provide standards
 Provide Control
 Provide change of direction
 Tools for motivating sales people

10.  To achieve organizational objectives
 Provide a direction to sales activates
 Acts as standards to evaluate sales
personnel
 Basis of compensation