Contributing to Soles Force Morale

Good territorial designs help in maintaining sales force morale. Well-designed territories ire convenient for sales personnel to cover; they represent reasonable-sized workloads, and sales personnel find that their efforts produce results. All are responsible for achieving given levels of performance within their own territories so all know what management expects of them. Results that come from each sales territory are correlated with the efforts of individual sales personnel. Good territory design plus intelligent salesperson assignment help to make each person as productive as possible and make for high earnings, self- confidence, and job satisfaction. Morale is high also because there are few conflicting claims of sales personnel to the same accounts-when sales territories are not used, there are numerous conflicts. Even with well-designed sales territories, some conflicts arise, because some customers trans’4ct business in more than one territory, but well-designed territories reduce the magnitude of the problem.. Finally, sales force morale is high because excellence; in planning territories and making territorial assignments causes sales personnel to spend minimum time on the road.