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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Time and Territory Management: Keys to Success

Chapter Objectives

A salesperson's ability to manage time and territory is important to success. After studying this chapter, you should be able to:

Discuss the importance of the sales territory.

Explain the major elements involved in managing the sales territory.

Explain why salespeople need to segment their accounts by size.

Calculate a salesperson's break-even point per day, hour, and year.





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