THE IMPACT OF SALES TERRITORY DESIGN ON SALES PERFORMANCE
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THE IMPACT OF SALES TERRITORY DESIGN ON SALES PERFORMANCE
This study examines the impact of sales territory design on sales performance. Objectives include: (1) evaluating the effectiveness of different territory designs, (2) analyzing the relationship between territory size and sales outcomes, and (3) assessing the impact of territory alignment on customer coverage. A survey design is employed to gather data from a broad population. Using Taro Yamane's formula, a sample size of 330 is derived, ensuring representativeness. The case study focuses on the pharmaceutical industry in Kano, Nigeria, where territory design is crucial. The reliability coefficient score is 0.85, indicating high reliability. Findings show that well-designed sales territories significantly enhance sales performance, with balanced territories leading to better customer coverage and sales outcomes. Recommendations include regularly reviewing and adjusting territory designs to ensure optimal coverage and performance.
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