Sales Management

Paper Summary:

The paper examines sales of industrial grade heating, ventilation and air conditioning (HVAC) units. The paper lists three potential approaches to defining territory assignments nationally for the commercially available HVAC products. The paper then makes a recommendation as to which model or approach makes the most sense.

Outline:
Introduction
Strategies for Defining Sales Territories
Summary

From the Paper:

"While the company sells these HVAC units throughout all 50 states, the majority are sold in those southwestern, mid-western and southern states that typically have the highest temperatures year-round. As a result the majority of these HVAC units are sold throughout Southern California, Nevada, Arizona, New Mexico, Texas, and with heavy sales activity throughout Louisiana, Mississippi, Alabama, Georgia and Florida due to the high levels of humidity that pervade these latter set of Southern States."

Sample of Sources Used:

• Allen (2001) - Maximize your territory coverage, increased sales and higher profits will follow, By , Daryl Allen, Selling Magazine, June 2001
• Duetscher, Burgoyne, Grundman, Marshall (1982) - Managing a Sales Territory; Journal of Personal Selling & Sales Management. November, 1982. Volume 2 issue 2 page 24.
• Dutta, Mergen, Heide, John (1995) - Understanding Dual Distribution: the case of Reps and House Accounts. Journal of Law, Economics, and Organization; 1995 Vol. 11, p189-204, 16p
• Kelly and Hise (1979) - Industrial and Consumer Product Managers Are Different. Industrial Marketing Management, 8, 325 - 332.
• Gartner (2006) - Boosting Growth with Sales Performance Management. Michael Dunne. October 24, 2006. Customer Relationship Management Conference from Gartner Group. London, UK

More papers on Sales Management:

• Essay # 86797 : "Sales Management "
• Essay # 68421 : "Sales Management and Strategies"
• Essay # 86518 : "Sales and Sales Management"
• Comparison Essay # 94192 : "Sales Management Strategies"

APA Citation:

MLA Citation: