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Ch4: Management of Sales Territories and Quotas

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Chapter 4 ,[object Object],[object Object]
Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Procedure for Designing Sales Territories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Procedure in Build-up Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Procedure in Breakdown Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Management of Territorial Coverage ,[object Object],[object Object],[object Object],[object Object],[object Object]
Routing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Procedure for Setting up a Routing Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],B Circular B Clover Leaf Base (B) C5 C1 C4 C3 C2 Straight line / Hopscotch
Scheduling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Time Management Tools ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Types of Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Volume Quotas (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Financial Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Activity Quotas ,[object Object],[object Object],[object Object],[object Object]
Combination Quotas ,[object Object],[object Object],[object Object],[object Object],573 6 Total 125 1 125 05 04 New Customers (Nos) 178 2 89 50 45 Receivables (days) 270 3 90 4,50,000 5,00,000 Sales Volume (Rs) Percent Quota x Weight Weight (Importance) Percent Quota Actual Quota Type of Quota
Methods for Setting Sales Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Total Market Estimates Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Territory Potential Method ,[object Object],[object Object],[object Object],[object Object],[object Object]
Past Sales Experience Method ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Insight into Setting & Administration of Sales Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Learnings ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Ch4: Management of Sales Territories and Quotas

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