Papers on "Sales Management" and similar term paper topics

Paper #097924 :: Sales Management
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This paper discusses sales strategies, using the example of heating, ventilation and air conditioning (HVAC) units.

Written in 2007; 1,448 words; 5 sources; MLA; $ 48.95

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."

Keywords: territory assignments multi-tier distribution vertical markets

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