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sales call pattern

Definition:
Pattern of activity in which the held (actively selling) salesman is involved in the process of calling on his customers. Primarily, such a pattern is determined by (a) the universe of target customers and their geographical distribution; (b) the frequency of calls required per customer; (c) the cost-effectiveness of calling; (d) the selling traditions of, and competitive sales pattern in, the specific universe of customers.

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© Westburn Publishers Ltd 2002, The Westburn Dictionary of Marketing edited by Michael J Baker, ISBN 978-0-946433-01-8. www.themarketingdictionary.com. Entry: [James R. Bureau], [1998].