Sales Territories and Distribution Management

Learn about the importance and relevance of sales territories and sales distribution channels in this free online course

Publisher: NPTEL
This free online course on sales territories and distribution management will be of great use to you if you are interested in how sales organizations evaluate sales performance and sales quotas. The course captures the process of the administration of a good sales quota system and the objectives of a sales quota system. By the end of the course, you will become familiar with the workings of a distribution channel in a sales organization.
Sales Territories and Distribution Management
  • Duration

    1.5-3 Hours
  • Students

  • Accreditation






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This course begins by describing the meaning of a sales quota and the rationale behind setting sales quotas for a sales team. You will learn about the different methods of setting sales quotas. You will learn about the processes used for administering a good sales quota system. You will also learn about the procedures used in setting up sales territories and how salespersons are routed and scheduled in sales territories.

The course explains the importance of field sales reports in every sales organization, and how these reports are valuable in making great sales decisions. You will learn how a good territorial design is very key in motivating sales people in putting extra effort into their work. You will also learn about the importance of having a good sales reporting channel in an organization. 

The course then explains the relevance of a sustainable distribution channel in any sales organization. You will learn about the classifications and functions of a distribution channel. You will learn about the factors that influence the selection of channel partners or market intermediaries in a sales organization. You will also learn about sales channels in international markets and how sales organizations make decisions on how to enter an international market.



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