A company that sells only one product line to one industry with customers in many locations would typically use a territorial sales force structure.
Territorial sales force structure refers to the sales force organization which assigns salesperson to an exclusive geographic territory.
In the given territory salesperson sells the full line of company's products and services to all customers in that territory. This organization clearly defines job of each salesperson and also fixes his or her accountability.
It also increases the desires of salesperson to build local customer relationships which will improve selling effectiveness.
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