How would you define "territory management" in the context of sales?

Territory management refers to the process of strategically organizing a sales area to maximize efficiency and effectiveness in reaching sales goals. This involves not just the physical or geographic organization of sales territories, but also the analysis of market potential, customer demographics, and sales performance within those areas.

By effectively managing territories, sales teams can ensure that their efforts are focused where they are most likely to yield results. This includes assigning the right sales representatives to the right territories, identifying opportunities for growth, and optimizing routes and schedules for sales calls. Such a strategic approach leads to better customer coverage, improved relationships, and ultimately, increased sales.

In contrast, allocating staff across different regions is more about resource distribution rather than the strategic elements of organizing a sales area. The development of marketing strategies and the analysis of customer preferences, while important aspects of sales and marketing, do not directly relate to how territories are managed within a sales context.