This module addresses how management assigns salesperson responsibilities in covering customers, prospects, and markets. This management discipline is often referred to as simply territory management, or territory optimization (even if salesperson assignments are not geographically dependent).

We address territory management from the firm’s perspective, as a resource allocation problem involving the sales force’s most important assets – its salespeople. When territories and assignments are effectively allocated, they serve as the foundation for all the firm’s sales performance management efforts.

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If you are already an Associate, Individual, or Corporate member, you will be automatically enrolled at no cost.

If you are not yet a full member of the Sales Management Association, the single course fee is US$60.00. Enrol with your email here, and you'll be sent payment instructions.

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