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Ch4 management of sales territories and quotas

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The document summarizes methods for designing sales territories and setting sales quotas. It discusses procedures for designing territories using build-up and breakdown methods to equalize workload or sales potential across territories. Quotas can be set using total market estimates, territory potential, past sales experience, executive judgement, salespeople's estimates, or to fit compensation plans. Combination quotas are also used to control multiple performance metrics.

BusinessEducation
1 of 27
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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