Sales Territories Case Study

Designing the sales territories is an important problem especially for Ethnic Populations. A seller analyses sale history and relationship to targeted ethnics populations provided the basis for the new territories.

An employer admits that it usually assigns for example Black and Asian American salespersons to sales territories with a high percentage of Blacks and Asian Americans. It is uncontested that the employer does not harbor ill-will toward either group. Instead, the employer believes they will better serve sales territories with high percentages of Blacks and Asian Americans, and thus increase sales to the benefit of the firm’s bottom line and their careers. Charges are filed by employees who want the opportunity to work in territories