The importance of efficient territory management in distribution planning

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.