Territory Management is an applied tool that develops and applies a sales activity orientation strategy to a specific sales area with the aim of maintaining lines of communication, improving coverage of the sales area and minimizing time consumption. It includes the planning and allocation of visits to customers, as well as the routing and scheduling of these visits. It is a two-way street; a dual information and communication procedure. More specifically:
It provides managers and sales supervisors accurate measurements of the results of their jurisdiction, and of the relevant success of the sales teams.
It offers a series of strategic data on the effects of advertising campaigns, as well as various other data and analyses.