0
PRESENTATION
ON
SALES
TERRITORY
SALES TERRITORY








Increase market or customer coverage.
Control selling expenses
Better evaluation of sales force performance...





A small company
Selling in a local market
Personal contacts
Management may not be aware of the advantage of sales...
Use build
Use build
method
method

Select a
Select a
control unit
control unit

Find location
Find location
and potential
...
Control unit-

Control units are states, metros, cities,
districts, towns, pin code area, industrial
estates and major cus...
Find location and potential customer

In this step find the location and sales potential of present
and prospective custom...
Decide basic territories

•Build – up method
•Break down method
Build –up method

•Decide call frequencies
•Calculate total number of calls in each control unit
•Estimate workload capaci...
Break down method

•Estimate company sales potential for total market
•Forecast sales potential for each control unit
•Est...
Assigning salespeople to territories

•Relative ability of sales people
•Sales person’s effectiveness in a territory
Managing territorial coverage

•Routing
•Scheduling
•Time management
THANK

YOU
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Sales territory

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Transcript of "Sales territory"

  1. 1. PRESENTATION ON SALES TERRITORY
  2. 2. SALES TERRITORY
  3. 3.        Increase market or customer coverage. Control selling expenses Better evaluation of sales force performance Improve customer relations Increase sales force effectiveness Improve co-ordination Benefit salespeople and company
  4. 4.     A small company Selling in a local market Personal contacts Management may not be aware of the advantage of sales territory
  5. 5. Use build Use build method method Select a Select a control unit control unit Find location Find location and potential and potential customer customer Decide Decide basic basic territiories territiories Use Use breakdown breakdown method method
  6. 6. Control unit- Control units are states, metros, cities, districts, towns, pin code area, industrial estates and major customer.
  7. 7. Find location and potential customer In this step find the location and sales potential of present and prospective customers in each control unit. Information of present customer should be available from the company' sales analysis , market research studies.
  8. 8. Decide basic territories •Build – up method •Break down method
  9. 9. Build –up method •Decide call frequencies •Calculate total number of calls in each control unit •Estimate workload capacity of a sales person •Make tentative territories •Develop final territories
  10. 10. Break down method •Estimate company sales potential for total market •Forecast sales potential for each control unit •Estimate sales volume expected from each salespeople •Make tentative sales territories •Develop final territories
  11. 11. Assigning salespeople to territories •Relative ability of sales people •Sales person’s effectiveness in a territory
  12. 12. Managing territorial coverage •Routing •Scheduling •Time management
  13. 13. THANK YOU
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