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    Time and Sales Territory Management: S. M. Habibur Rahman Tipu - Sales Professional

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    DILIP JAIN
    This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories such as facilitating planning and controlling selling, enhancing market coverage, and strengthening customer relations. Factors in setting up sales territories are identified as selecting a geographic control unit, making an account analysis, developing a salesperson workload analysis, combining control units into territories, and assigning salespeople. The document also discusses scheduling salespeople and allocating their time to maximize productivity.

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    Time and Sales Territory Management: S. M. Habibur Rahman Tipu - Sales Professional

    Uploaded by

    DILIP JAIN
    106 views12 pages
    This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories such as facilitating planning and controlling selling, enhancing market coverage, and strengthening customer relations. Factors in setting up sales territories are identified as selecting a geographic control unit, making an account analysis, developing a salesperson workload analysis, combining control units into territories, and assigning salespeople. The document also discusses scheduling salespeople and allocating their time to maximize productivity.

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    territory management in sales

    Original Title

    Territory Management

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    This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories such as facilitating planning and controlling selling, enhancing market coverage, and strengthening customer relations. Factors in setting up sales territories are identified as selecting a geographic control unit, making an account analysis, developing a salesperson workload analysis, combining control units into territories, and assigning salespeople. The document also discusses scheduling salespeople and allocating their time to maximize productivity.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    106 views12 pages

    Time and Sales Territory Management: S. M. Habibur Rahman Tipu - Sales Professional

    Uploaded by

    DILIP JAIN
    This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories such as facilitating planning and controlling selling, enhancing market coverage, and strengthening customer relations. Factors in setting up sales territories are identified as selecting a geographic control unit, making an account analysis, developing a salesperson workload analysis, combining control units into territories, and assigning salespeople. The document also discusses scheduling salespeople and allocating their time to maximize productivity.

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    © All Rights Reserved
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    Download as pdf or txt
    of 12

    TIME AND SALES

    TERRITORY
    MANAGEMENT

    S. M. Habibur Rahman Tipu | Sales


    Present By:
    Professional
    ESTABLISHING SALES
    TERRITORY
     A sales territory is usually thought of as a
    geographic area that contains customer
    accounts (present and potential).

     The major emphasis should be on the


    customers and prospects because a market is
    made up of people and customers, not
    geographic areas.
    ESTABLISHING SALES
    TERRITORY
    Reasons for establishing sales territories

     To facilitate the planning and controlling of the selling


    function.
     To enhance market coverage.
     To keep selling costs at a minimum.
     To strengthen customer relations.
     To build a more effective SF.
     To evaluate the SF better.
     To coordinate selling with other marketing functions.
    ESTABLISHING SALES
    TERRITORY
    Reasons for not establishing sales territories
     Small companies with only a few people selling in a local
    market.

     The available sales coverage is far below the sales


    potential of the market.

     Companies introducing new product or with products that


    everyone needs.

     Sales are made primarily on the basis of social contacts or


    personal friendships.
    SETTING UP SALES
    TERRITORY
    1. Selecting a geographic control unit

     States, counties (region), zip code areas, cities,


    metropolitan areas, trading areas.
    SETTING UP SALES
    TERRITORY
    2. Making an account analysis

     To identify accounts by name.

     To estimate the total sales potential for all accounts in


    each geographic control unit.

     To classify each accounts according to its annual buying


    potential.
    SETTING UP SALES
    TERRITORY
    3. Developing a salesperson workload analysis

    A salesperson workload analysis is an estimate of the time


    and effort required to cover each geographic control
    unit.

     Numbers of account to be called on.

     The length of each call.

     The travel time required.

     The non-selling time.


    SETTING UP SALES
    TERRITORY

    4. Combine geographic control units into sales


    territories

     To group adjacent control units into territories of


    roughly equal sales potential.
    SETTING UP SALES
    TERRITORY
    5. Assigning sales personnel to territories

     Relative ability (product and industry knowledge,


    persuasiveness and verbal ability).

     Potential sales effectiveness within the territory


    (salesperson’s physical, social and cultural
    characteristics).
    TIME MANAGEMENT
    Scheduling the salesperson

    Time allocation problems:

     Deciding which accounts to call on.

     Dividing time between selling and paperwork.

     Allocating time between present customers, prospective


    customers and service calls.

     Allocating time to be spent with the overly demanding


    customer or prospect.
    TIME MANAGEMENT
    Scheduling the salesperson
    To maximize the productive time:

     Avoid time traps.

     Allocate time in five areas (waiting and traveling, face-to-face


    selling, service calls, administrative tasks and telephone
    selling).

     Set weekly and daily goals.

     Manage time during sales calls.

     Evaluate.
    Thank You !

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