Creating Sales Territories Sales territory design and balancing

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Two years ago, Janice Brown and Steven Bent started three Living in the Green Lane stores in the Minneapolis-St. Paul area. Their concept, a home center for environmentally concerned consumers, has been very successful. Their core customers have been "green" consumers who are motivated either by environmental concerns or the economic savings available from green technologies (Schaefer 2007). These consumers tend to have higher levels of income, education and home value than the general population of the United States (Kannan 2007). Keywords: marketing; business GIS; business; sales management; personal selling; sales territory design; sales territory balancing

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