Routing

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Routing

  1. 1. PRESENTATION ON ROUTING & SCHEDULING SALES FORCE…TAUGHT BY :- PROF. BHARATH BHUSHAN SINGH PRESENTED BY :- GROUP NO- 4 PRASAD NAYAK AKASH JAISWAL DEBAPRASAD OJHA PARVEEN KUMAR
  2. 2. ROUTING• What is routing ? Routing is a travel plan or pattern used by a salesperson for making customers calls in a territory.PLAN FOR ROUTING:• Identify the present and potential customers on a territory map.• Classification of Customers in to High ,Medium &Low Sales Potential.
  3. 3. • Reduction in travel time and cost by excluding backtracking and criss-crossing by sales people in their territory.• Improvement in territory coverage.• Sales people reduce their travel time and increase selling time.DISADVANTAGE OF ROUTING:• Routing reducers the salespeople’s flexibility and initiative.
  4. 4. Scheduling• Scheduling refers to establishing a fixed time when the salesperson will be at a customer’s place of business.• It is planning a salesperson’s specific time of visits to customers• strict formal route designs enable the salesperson to:1.Improve territorial coverage2.Minimize wasted time3.Establish communication between management and the sales force in terms of the location and activities of individual salespeople.
  5. 5. Industry Challenges• Sales-Reps spending too much time driving instead of with potential customers• Overlapping territories• Efficiently plan visitations with multiple frequencies that span across weeks and months• Planning for multiple territorial sales- reps with varying Route Start/End locations and Time Windows
  6. 6. ? WHAT IS ROUTING ?ROUTING IS A TRAVEL PLAN OR PATTERN USED BY SALES PERSONFOR MAKING CUSTOMER CALLS IN TERRITORY. PLAN FOR ROUTING?IDENTIFY THE PRESENT AND POTENTIAL CUSTOMERS ON ATERRITORY MAP WHAT IS SCHEDULING?IT IS A PLANNING A SALES PERSON SPECIFIC TIME OF VISIT TO ACUSTOMERS.
  7. 7. Fact Of Eureka Forbes The Company Was Founded In Detroit Michigan1909 ByFred Wardell To Build Vacuum Cleaners.By 1927, EurekaWas Selling One Third Of All Vacuums Manufactured InThe United States. 1930 Saw Expansion Into Making OtherAppliances With The Introduction Of The Eureka ElectricRange. Market Leader In Vacuum Cleaner As Well As In Waterpurification. 1981 Eureka brands came in India through Eurekaforbes with the join venture with FGL…
  8. 8. ROUTING OF EUREKA SALESFORCE..PLANNINGIDENTIFYFOLLOWINGCONSUMMATE
  9. 9. SCHEDULING OF EUREKA FORBESIMPLEMENT THE PLANCONTACT AT RIGHT TIMECONTACT WITH POTENTIALCUSTOMERSSALESMAN CUSTOMERS Read more here: http://entrance-exam.net/commercial-finance- manager-eureka-forbes-ltd/#
  10. 10. Routing and scheduling sales force Of The Times of India
  11. 11. Routing of The Times of IndiaIn The Times of India, the planes of routingare totally based on:Telephonic networkElectronic data networksTransportation networksRouting process of The Times of India:To Identify the target customers.Customers classifications.Reduction in travel time.Improvement in territory coverage.
  12. 12. TERRITORIAL COVERAGEAfter Designing the sales territory , thesales person should be assigned onwhich area of the territory has to becovered by him.The territory can be assigned by 3methods1.Planning of efficient route for salespeople.2.Scheduling the sales people’s time.
  13. 13. scheduling of the times of indiaDesigned specifically to cut down sales forcetravel time and optimize their schedules/visitswith the customers. Solution reduces operationcosts while increasing sales opportunities.Territory planning of sales reps based on optimal traveldistance or balancing number of stops per territory.Fully web based – designed with the future in mind –install at one location, instant deployment nationwide.Map centric user interface – easy to visualize yourcustomer locations, territories, and routes.easy integration with your CRM and Accounting systems.

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