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Sales Plan Territory Design and Sales Forecasting

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The following Course Outcomes are assessed in this Assignment:

GEL-2.01: Communicate the impact of mathematical results in a discipline specific situation.

MT455-2: Evaluate sales management and leadership practices.

This week you will continue working on phase four of the Final Project. Use the template provided. Last week, you defined the company’s organizational structure; you included an organizational chart and determined whether the organization was structured by product, geography, or customer. You also discussed whether the company used their own sales force or if they outsource the sales force through the use of agents.

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You will now determine the size of the sales force, identify sales territories, and determine the most appropriate sales forecasting method. Evaluate the organization’s territory design. Is the company using the most optimal territory design? Consider the advantages and disadvantages of the primary sales forecasting methods. What might be the consequences if forecasts are not met? Be sure to review concepts covered in Chapter 2 of Cron and DeCarlo (2009) for guidance.

Please remember that you will need to use research to support your project. Please stay away from Wikipedia and other non-academic sources and instead use credible company sponsored websites or peer-reviewed sources provided by the Library. Your company’s strategy should be 2–3 pages (a minimum of 500 words) in length and must include an additional reference list. Citations and references must follow APA guidelines.

Note: Please use the Assignment template provided and 12-point Times Roman font.

Access the Unit 5 Assignment grading rubric

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