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Great White North | Most dealerships have sales territories for the salesmen. That way one guy covers the same territory and makes relationships with people in that area. This avoids having say 4 sales guys covering the entire sales and not really knowing the customers, each one covers 1/4 and knows his customers. Internally in a dealership this helps because of cherry picking. Customer A comes in a wants a rock picker...customer B comes in and wants a combine...which deal do you think a commissioned salesman wants to do? Having territories sends that customer with the combine to the right salesman and rock picker to his salesman. Some exceptions are usually made as some guys only want to deal with a specific salesmen.
So if you live in dealership As territory and buy from dealership B your sale will most likely go on dealership As books and the salesmen between A+B will fight over commission because of who's territory you are from.
Ive lived though this as I used to sell equipment, it has its good and bad points. | |
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John Deere Dealers
