A product which has a fixed target in a specified area has to be distributed among the sales personnel responsible for selling that product in that area. This is done by the sales manager who heads the sales force in that area. The sales force can vary in each area depending on the nature of the product.
For example if it is an FMCG product target is to be distributed in an area, it is necessary that the number are planned as per sales capabilities and other related resource parameters. Another important parameter which needs to be focused on is the performance of competition in the areas where the product has to be sold. If there are many competitors with similar sales performance and there is no monopoly, the salesperson is faced with the challenge of selling in a non monopolistic scenario. Going to areas where monopoly is prevalent to an extent the existence of extra sales personnel or schemes and offers /discounts for the product in those areas may or may not be required at all. This may make the market leader become complacent and small competitors’ products may start penetrating the market.
Another angle to a fixed target is the how many are the existing users of the product in a particular time frame. How many new customers are generated by the sales force in a particular area and who could be the prospective buyers (leads) of the product is a long term selling strategy which sales personnel would ideally want look at for a long term growth of the product.