This document discusses territory management for salespeople. It suggests relaxing and enjoying the process. It then provides details on defining territories, present and potential customers, and reasons for territory management like market coverage and performance evaluation. Charts show how salespeople spend their time on different activities like face-to-face selling, merchandising, and administration. Other sections discuss factors that impact results like knowledge and skills, and coping with change. The document encourages learning from experience and finding new opportunities.

3. Be relaxed.
Have fun.
Enjoy yourself.
Feel no pressure.
Appreciate the steps that get you to your
goal.
Immerse yourself in the process.
Be focused and centered at the same
time.

5. A territory-means
*geographically defined area
*assigned to a sales person
present customers
potential customers

6.  Why Do It?
 To obtain thorough coverage of the
market
 To establish territory responsibilities
 To evaluate Performance
 To improve customer relations
 ?????

7. Face-to-Face Selling = 50%
Merchandising /servicing= 11%
Waiting / Travelling = 20%
Administrative Duties = 7%
Distributor selling = 12%

8. Impact is a function of
 Knowledge
 Skills
 Processes
 Spirit

9. To enhance the_ _in our way of working to achieve
better results
Resistance External
Internal
IMPACT

10. Why it’s happen normally?
Our Readiness to cope with the changes
Creators
Change register’s
Reluctant accepters
Accepters
Seeker Coping
Vs
Adapting
Vs
Creating

11. Sales
Logistics
*
Production
*Research
*Doctors
*Cosmetologists
*Finding New
Opportunities &
Ventures
Finance-Accountnts
Administrative

12. There is nothing so easy to learn
as experience
and nothing hard to apply

13. •All are human actions having one or more of
these seven causes:
Thought ProcessChance
Nature
Compulsion
Habit
Reasons
Passion
and desire

14. Achieve
Unlimited Avenues

15. The beautiful about
learning is nobody can
take it away
from you…