ABSTRACT
Sales managers that oversee sales territories face constantly changing environments. With change, a number of managerial decisions about the sales territory should be revisited. First, sales managers must consider the option of a company sales force or sales agents. To assist, a computational formula for determining the switchover point between agents and a company sales force is provided. In addition to cost, however, this decision is influenced by desired service level and degree of relationship. Second, criteria for selecting partners in the global marketplace are reviewed. It is essential that partners share similar goals and business philosophies if commercial unions are to work. Third, managers are presented with three ways to compute sales force size by utilizing economic, breakdown, and composite sales force methodologies. Finally, a discussion of ethical dilemmas faced in global sales territories is presented.
