PRESENTATION ON SALES TERRITORY Prepared by:- Arup Dasgupta NU/MN-02/10
What is sales territory? - A sales territory is a grouping of customer and prospects assigned to an individual salesperson. - Here, the emphasis is on the customer, not on their location. -It may also be assigned by type of customers, as all retailers or all wholesalers in geographical area.
REASONS FOR ESTABLISHING SALESTERRITORY 1)Providing proper market coverage. 2) Controlling sales expenses. 3) Assisting in evaluation sales personnel. 4)Contributing to sales force morale. 5)Aiding in coordination of personal selling and advertising.
PROCEDURES FOR SETTING UPSALES TERRITORIES Selecting a basic Determining sales geographical control potential present in unit. each control unit. Adjusting for differences in coverage Combining control unit difficulty and into tentative redistricting tentative territories territories.
CONCLUSION Setting up sales territories facilitates the planning and control of sales operations. Well-designed territories assists in attempts to improve market coverage and customer service, reduce selling expenses ratios, secure coordination of personnel-selling and advertising efforts, and improve the evaluation of personnel performance.