Territory Management
Ganesh Turerao
MB2053
Introduction
• A sales territory comprises a number of
present and potential customers located
within a given geographical...
Benefits
• Better customer coverage.
• Increased sales
• Equitable rewards
• Reduced traveling costs
Criteria for Territory Design
• Sufficient potential
• Reasonable size
• Adequate coverage
• Minimum Impediments
Methods of Territory Design
• Buildup method
• Breakdown method
• Incremental method
Procedures for developing Territories
1. Indentify Objectives and Criteria for Territory
formulation.
2. Bases for develop...
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...
Conclusion
• Without the T and T mgt. the company will
not assign its plans and may not get its
objectives.
Thank you !
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Territoey management

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Territoey management

  1. 1. Territory Management Ganesh Turerao MB2053
  2. 2. Introduction • A sales territory comprises a number of present and potential customers located within a given geographical area. It is assigned to a salesperson, branch, or intermediary.
  3. 3. Benefits • Better customer coverage. • Increased sales • Equitable rewards • Reduced traveling costs
  4. 4. Criteria for Territory Design • Sufficient potential • Reasonable size • Adequate coverage • Minimum Impediments
  5. 5. Methods of Territory Design • Buildup method • Breakdown method • Incremental method
  6. 6. Procedures for developing Territories 1. Indentify Objectives and Criteria for Territory formulation. 2. Bases for developing Territories -Geography -Service requirements -potential -workload 3. Assigning Territories
  7. 7. Operating the Territory • Routing -- Cloverleaf pattern -- Hopscotch method -- Straight line method • Scheduling
  8. 8. 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
  9. 9. Conclusion • Without the T and T mgt. the company will not assign its plans and may not get its objectives.
  10. 10. Thank you !

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