Sales coverage is the ratio of total prospects in an area to the number of prospects who can be effectively targeted or approached
The sales coverage strategy takes into account the target customer segment, accordingly the size and structure of sales force to be deployed is planned and the sales channel used to reach the customers is decided.
The right structure of sales team and the number of sales people is significant in determining the number of prospects that can be reached and hence the coverage that can be achieved. Also, the distribution channel model deployed determines the amount of coverage that can be achieved as how extensive or in-extensive the distribution is, limits the availability of the product/service.
This article has been researched & authored by the Business Concepts Team. It has been reviewed & published by the MBA Skool Team. The content on MBA Skool has been created for educational & academic purpose only.
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