Methods of Territory Design Buildup method Breakdown method Incremental method
Procedures for developing Territories Indentify Objectives and Criteria for Territory formulation. Bases for developing Territories -Geography -Service requirements -potential -workload 3. Assigning Territories
Operating the Territory Routing -- Cloverleaf pattern -- Hopscotch method -- Straight line method Scheduling
Effective ways of territory coverage Coverage of accounts Knowledge of the decision makers Balanced between types of accounts Updating Search for new prospects Knowledge of strategies adopted by a competitor
Conclusion Without the T and T mgt. the company will not assign its plans and may not get its objectives.