Sales territory decisions - like judgments about marketing promotions and Web
channel design - are strategic choices that help define a company's relationship
with its customers. However, unlike many customer-facing investments that
can be expanded or halted at will, sales forces and their territories cannot be
easily reconfigured. Therefore, in a difficult and rapidly changing economic
environment, companies must pay close attention to competitive signals, market fragmentation, product proliferation, and other factors. In this way, they can be proactive in making sure that their sales territories remain balanced
and aligned with corporate strategy.

In this paper...