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    Sdm-Territory & Quota

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    rohitbatra
    The document discusses territory design and sales allocation. It defines a sales territory as a geographical area assigned to a salesperson containing current and potential customers. Territories help with sales planning and control. Managing territorial coverage involves planning efficient routes, scheduling salespeople's time, and using time management tools like routing plans, scheduling, and technology to improve efficiency.

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    Sdm-Territory & Quota

    Uploaded by

    rohitbatra
    56 views50 pages
    The document discusses territory design and sales allocation. It defines a sales territory as a geographical area assigned to a salesperson containing current and potential customers. Territories help with sales planning and control. Managing territorial coverage involves planning efficient routes, scheduling salespeople's time, and using time management tools like routing plans, scheduling, and technology to improve efficiency.

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    sales and distribution marketing

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    sdm-territory & quota.pptx

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    The document discusses territory design and sales allocation. It defines a sales territory as a geographical area assigned to a salesperson containing current and potential customers. Territories help with sales planning and control. Managing territorial coverage involves planning efficient routes, scheduling salespeople's time, and using time management tools like routing plans, scheduling, and technology to improve efficiency.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    56 views50 pages

    Sdm-Territory & Quota

    Uploaded by

    rohitbatra
    The document discusses territory design and sales allocation. It defines a sales territory as a geographical area assigned to a salesperson containing current and potential customers. Territories help with sales planning and control. Managing territorial coverage involves planning efficient routes, scheduling salespeople's time, and using time management tools like routing plans, scheduling, and technology to improve efficiency.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 50

    DESIGNING TERRITORY AND ALLOCATING SALES

    What is a territory?
    Territories are defined on the basis of geographical boundaries in many organizations.

    A sales territory is defined as a group of present and potential customers assigned to an individual salesperson, a group of salesperson, a branch, a dealer, a distributor or a marketing organization at a given period of time.

    According to still and cundiff, A sales territory is a grouping of customers and prospects assigned to an individual salesperson. According to Maynard and Davis, A sales territory is the basic unit of sales planning and control.

    According to B.R.Cranfield, A sales territory is a geographical area containing the present and potential customers who can be effectively and economically served by a single sales person, branch, dealer or distributor.

    Analysis of the above definitions indicates that -A sales territory is a geographical area -That identifies and serves a category & a certain number of customers.

    A sales territory helps in better sales planning and effective operational control.

    Management of Territorial Coverage


    It means: How salesperson should cover the assigned sales territory It includes three tasks for a sales manager:

    Planning efficient routes for salespeople


    Scheduling salespeoples time

    Using time-management tools

    Routing
    Routing is a travel plan used by a salesperson for making customer calls in a territory Benefits of or Reasons for routing: Reduction in travel time and cost

    Improvement in territory coverage


    Importance of routing depends on the application: Nature of the product Important for FMCG Type of jobs of salespeople Important for drivercum-salesperson job, but creative selling job needs a flexible route plan

    Procedure for Setting up a Routing Plan


    Identify current and prospective customers on a territory map Classify each customer into high, medium, or low sales potential Decide call frequency for each class of customers Build route plan around locations of high potential customers Computerised mathematical models are developed Commonly used routing patterns are:

    Base (B)

    C1

    B B
    C5 C4 C3 C2

    Straight line / Hopscotch

    Circular

    Clover Leaf

    Scheduling
    Scheduling is planning a salespersons visit time to customers. It deals with time allocation issue How to allocate salespersons time? Sales manager communicates to salesperson major activities and time allocation for each activity Salesperson records actual time spent on various activities for 2 weeks Sales manager and salesperson discuss and decide how to increase time spent on major activities Companies specify call norms for current customers, based on sales and profit potentials, and also for prospective customers

    Time Management Tools


    To help outside salespeople* to manage their time efficiently and productively, the tools available are: High-tech equipment like laptop computers and cellular phones Inside salespeople to provide clerical support, technical support, and for prospecting, and qualifying, as they remain within the company Outside salespeople can then spend more time getting more orders & building relationships with major customers *Outside salespeople travel outside the organisation

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