Sales territory

750 views

Published on

Published in: Marketing, Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
750
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
41
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Sales territory

  1. 1. PRESENTED BY: Taniya Kharbanda Karishma Punj
  2. 2. A sales territory is a grouping of customers and prospects assigned to an individual salesperson
  3. 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. 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. 5.  States  Counties  Cities and zip-code areas  Metropolitan statistical areas  Trading areas  Major accounts  A combination of two or more factors
  6. 6.  Intensive distribution  Selective distribution  Exclusive distribution
  7. 7.  The breakdown approach uses factors such as sales, population, or number of customers.  Sales Force Size = Forecasted Sales Average Sales per Salesperson
  8. 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. 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

×