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Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
Sales territory
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Sales territory

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  1. PRESENTED BY: Taniya Kharbanda Karishma Punj
  2. A sales territory is a grouping of customers and prospects assigned to an individual salesperson
  3.  To obtain thorough coverage of the market.  To establish a salesperson’s responsibility.  To evaluate performance.  To improve customer relations.  To reduce sales expense.  To allow better matching of salesperson to customer.  To benefit salespeople and the company.
  4.  Salespeople may be more motivated if they are not restricted.  The company may be too small.  Management may not want to take the time, or have the know-how.  Personal friendship may be the basis for attracting customers.
  5.  States  Counties  Cities and zip-code areas  Metropolitan statistical areas  Trading areas  Major accounts  A combination of two or more factors
  6.  Intensive distribution  Selective distribution  Exclusive distribution
  7.  The breakdown approach uses factors such as sales, population, or number of customers.  Sales Force Size = Forecasted Sales Average Sales per Salesperson
  8.  This method uses the number, location, and size of customers and prospects to determine the frequency of sales calls and amount of time a call takes by using such data as:  Time required for each sales call.  Frequency of sales calls per given customer  Time intervals between sales calls.  Travel time around territories.  Non-selling time.
  9.  Satisfying part of the service needs of accounts by telephone  Assigning smaller accounts to telephone selling.  Doing prospecting, market data gathering, and call scheduling by telephone.  Carefully scheduling visits to distant accounts, replacing some with telephone calls

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