Territory Management

Territory Management is a strategic sales planning process that involves the systematic design, allocation, and optimization of geographic or customer-based regions to maximize sales efficiency, resource utilization, and market coverage within a given sales organization.

117

Publications

5.3K

Citations

227

Authors

129

Institutions

Publications per year

2017–2026

Parents

Retail Sales ManagementSales Management

Children

Account Territory PlanningChannel Territory ManagementCustomer Territory MappingField Sales Territory ManagementGeographic Territory DesignKey Account Territory ManagementSales Force Territory PlanningSales Territory SegmentationSales Territory StructureTerritory Alignment

Publications

117

The Significance of Territory

James Marshall-Cornwall, Jean Gottmann · Geographical Journal · 1974 · 446 citations

Social Sciences, Geography, Human Geography +10

Territory and Function: The Evolution of Regional Planning

Thomas A. Clark, John Friedmann, Clyde Weaver · Economic Geography · 1982 · 269 citations

Social Sciences, Geography, Regional Planning +14

Territorial competition: Some lessons for policy

Paul C. Cheshire · The Annals of Regional Science · 1998 · 192 citations

Social Sciences, Geography, Human Geography +11

Problems of Smaller Territories.

Cyril S. Belshaw, Burton Benedict · Man · 1968 · 167 citations

Social Sciences, Spatial Planning, Political Geography +8

Planning routes through uncertain territory

Drew McDermott, Ernest Davis · Artificial Intelligence · 1984 · 159 citations

Planning, Spatial Planning, Transportation Planning +11

1–5 of 117

Authors

227

RZ
Roger Z. Ríos‐Mercado
Universidad Autónoma de Nuevo León, Mexico
6 publications · 342 citations
6
h-index
AA
Andris A. Zoltners
Northwestern University, United States
5 publications · 256 citations
5
h-index
CB
Charles B. Weinberg
University of British Columbia, Canada
4 publications · 230 citations
4
h-index
DW
David W. Cravens
Texas Christian University, United States
4 publications · 212 citations
4
h-index
AB
Adrian B. Ryans
Western University, Canada
4 publications · 230 citations
4
h-index

1–5 of 227

Institutions

129

1–8 of 129

Venues

Journal of Marketing Research
10 publications · 437 citations
10
h-index
Journal of Marketing
JM · 4 publications · 127 citations
4
h-index
Journal of Personal Selling and Sales Management
JPSSM · 3 publications · 110 citations
3
h-index
Journal of Theoretical Biology
3 publications · 75 citations
3
h-index
Computers & Operations Research
3 publications · 210 citations
3
h-index

1–5