Sales territory

1. TERRITORY SHAPES
• Companies uses different kinds of shapes for designing
sales territories (Figure given below).
• The shape of the territory affects the sales expenses and the
ease of sales coverage. It also helps a sales person to
spend less time on travel and keeps salespeople motivated
to work hard.
• The three popular territory shapes used in the Indian
market are wedge, circle, and cloverleaf.
Figure – Shapes of Sales territories

2. TERRITORY SHAPES
• The wedge-shaped territory is most applicable for fast
moving consumer goods and is used by companies like
Marico Industries, Procter and Gamble Limited, and
Hindustan Lever Limited.
• These companies serve both the urban and the rural
markets in India.
• The design radiates from a densely populated urban area to
small rural areas.
• The travel time among adjoining wedges can be equalized
by balancing the travel time between the urban and rural
areas.
• The circle-shaped territory is appropriate when companies
have their accounts distributed across equally sized areas.

3. TERRITORY SHAPES
• In a circle-shaped territory, a salesperson is based
in the central part of the area and travels uniformly
to different areas.
• Companies concentrating in urban areas like
Maruti Udyog Limited, Hyundai Motors, and Park
Avenue follow this kind of territorial design.
• The cloverleaf design is used when accounts are
distributed randomly throughout the territory.
• Careful call-planning makes each visit to the
clover a timely affair on the basis of a weekly,
daily, or a periodic schedule for salespeople.