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In marketing, the amounts of call made on each account are very important to ensuring patronage and continuity of service (Jordan, 2009). However, given the present situation, it would be realized that because of the size of the territories, not enough calls are made by the sales force. What is more, because there are large territories for the sales forces to deal with, the sales forces are automatically burdened with several accounts to handle in a day.
The determination of how the readjustment of the territories should be made; and the number of sales representatives needed is directly linked to the current problem, which has to do with large territories with several accounts for fewer sales representatives to handle. With this problem identified, it would be said that the readjustment should condition halving the size of each existing territory. By so doing, there need to be double of the present territories. The division of each existing territory should however be done with the number of accounts in mind. As much as possible, there should be a balance so that each sales representative would have to handle the same number of accounts. More over, it is strongly recommended that eight (8) sales representatives be introduced to cater for the doubled size of number of territories. Finally, in the allocation of territories to representatives, proximity should be considered to that sales representatives can be allowed more time for calling on their assigned accounts (Creswell,
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3 Pages(750 words)Case Study
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