Management of Sales Territories and Quotas_1.ppt
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This document discusses management of sales territories and quotas. It describes how to design sales territories by selecting control units, finding potential customers, and deciding on basic territories using either a build-up or breakdown method. It also discusses assigning salespeople to territories, managing territorial coverage through routing and scheduling, and setting sales quotas through various types and methods. The overall aim is to increase market coverage, control selling expenses, and improve sales force performance and customer relations.
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Sales territory
This document discusses sales territories and how to design them. It defines a sales territory as a geographic area assigned to a salesperson consisting of current and potential customers. There are several reasons for setting up sales territories, such as increasing market coverage and improving salesforce performance. The document outlines the key steps in designing sales territories including selecting a control unit, finding locations and customers, and deciding on basic territories using either a build or breakdown method. It also discusses assigning salespeople to territories, managing territory coverage through routing and scheduling, and time management tools.
Sales quota and sales territory
This document discusses sales quotas and quota setting procedures. It defines what sales quotas are and their purposes. There are different types of sales quotas, including sales volume quotas, profit quotas, and activity quotas. The document outlines the quota setting procedure which involves setting parameters, adding expected growth, and allocating individual quotas. Sales territories are also discussed, including what they are, different types, and elements of territory management.
Ch4 management of territories
The document discusses management of sales territories and quotas. It describes how companies design sales territories by dividing geographic areas into regions assigned to individual salespeople. Territories are designed to maximize customer coverage and evaluate salesforce performance. Quotas set sales goals for territories to motivate salespeople and control performance. Companies use various methods like analyzing past sales, territory potential, and executive judgement to set realistic quotas.
Sales territory
This document summarizes the key benefits of establishing sales territories, which include increasing market coverage, controlling expenses, improving performance evaluation and customer relations, and increasing effectiveness. It then outlines the basic steps for setting up a sales territory system, such as selecting a control unit like a city or district, finding locations and customers, and deciding on territories either through a build-up or breakdown method. The presentation concludes by discussing assigning salespeople to territories and managing territorial coverage going forward.
Ch4 management of sales territories and quotas
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.
Ch4 090721090522-phpapp01
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.
Ch4: Management of Sales Territories and Quotas
The document discusses managing sales territories, quotas, and performance. It covers designing sales territories, assigning salespeople, and managing territorial coverage through routing, scheduling, and time management tools. It also discusses the different types of sales quotas used, including sales volume, financial, and activity quotas. Finally, it outlines several methods for setting sales quotas, including using total market estimates, territory potential, past sales experience, and executive judgement. Companies should select a few realistic quotas and administer them flexibly.
Chapter 4 Management of Sales Territories and Quotas
Management of Sales Territories and Quotas
Major Reasons / Benefits Of Sales Territories
Procedure for Designing Sales Territories
Sales Quotas
Type of Sales Quotas
Recommended
Sales territory
This document discusses sales territories and how to design them. It defines a sales territory as a geographic area assigned to a salesperson consisting of current and potential customers. There are several reasons for setting up sales territories, such as increasing market coverage and improving salesforce performance. The document outlines the key steps in designing sales territories including selecting a control unit, finding locations and customers, and deciding on basic territories using either a build or breakdown method. It also discusses assigning salespeople to territories, managing territory coverage through routing and scheduling, and time management tools.
Sales quota and sales territory
This document discusses sales quotas and quota setting procedures. It defines what sales quotas are and their purposes. There are different types of sales quotas, including sales volume quotas, profit quotas, and activity quotas. The document outlines the quota setting procedure which involves setting parameters, adding expected growth, and allocating individual quotas. Sales territories are also discussed, including what they are, different types, and elements of territory management.
Ch4 management of territories
The document discusses management of sales territories and quotas. It describes how companies design sales territories by dividing geographic areas into regions assigned to individual salespeople. Territories are designed to maximize customer coverage and evaluate salesforce performance. Quotas set sales goals for territories to motivate salespeople and control performance. Companies use various methods like analyzing past sales, territory potential, and executive judgement to set realistic quotas.
Sales territory
This document summarizes the key benefits of establishing sales territories, which include increasing market coverage, controlling expenses, improving performance evaluation and customer relations, and increasing effectiveness. It then outlines the basic steps for setting up a sales territory system, such as selecting a control unit like a city or district, finding locations and customers, and deciding on territories either through a build-up or breakdown method. The presentation concludes by discussing assigning salespeople to territories and managing territorial coverage going forward.
Ch4 management of sales territories and quotas
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.
Ch4 090721090522-phpapp01
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.
Ch4: Management of Sales Territories and Quotas
The document discusses managing sales territories, quotas, and performance. It covers designing sales territories, assigning salespeople, and managing territorial coverage through routing, scheduling, and time management tools. It also discusses the different types of sales quotas used, including sales volume, financial, and activity quotas. Finally, it outlines several methods for setting sales quotas, including using total market estimates, territory potential, past sales experience, and executive judgement. Companies should select a few realistic quotas and administer them flexibly.
Chapter 4 Management of Sales Territories and Quotas
Management of Sales Territories and Quotas
Major Reasons / Benefits Of Sales Territories
Procedure for Designing Sales Territories
Sales Quotas
Type of Sales Quotas
Management of Sales Territory.pptx
Management of Sales Territories involves defining territories, designing territories, and mapping territories. When defining a sales territory, a firm assigns a group of present and potential customers to an individual salesperson or group within geographical boundaries. Designing sales territories has benefits like ensuring better market coverage and evaluating salesperson performance. The process of designing territories involves selecting control units, determining allocation criteria, combining adjacent units, and modifying boundaries to balance workload. Sales territory mapping is important for allocating resources effectively and designating areas of responsibility to salespeople fairly.
Sales budget, quotas and sales territories
The document discusses sales budgets, quotas, and sales territories. It provides details on:
- How sales budgets are made based on sales forecasts and help plan resources to achieve sales objectives.
- The purposes of sales budgets which include profit planning, coordination between departments, and performance control.
- How sales quotas are set as goals for marketing units and used to measure, control, and motivate performance.
- Different types of quotas including sales volume, financial, and activity quotas.
- Methods for setting quotas such as territory potential and executives' judgment.
- What sales territories are and factors that influence them such as size, market potential, and salesperson assigned.
- Steps in territory planning like salesperson capacity
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– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
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Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
– Leading the Sales Force – Evaluating Sales Force
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The document discusses how companies manage sales territories and quotas, including how they design sales territories to optimize coverage and evaluate performance, plan efficient routes and schedules for salespeople, and set quotas to motivate salesforce and identify strengths and weaknesses. Territories are assigned based on geographic areas and customers, while quotas are set using various methods like past sales, market estimates, and salesperson input to be realistic goals.
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This document discusses various techniques for controlling a sales force, including setting sales budgets, quotas, and territories. It describes how to establish sales territories by analyzing workloads, determining basic territories, assigning salespeople, and establishing customer contact plans. Metrics for assessing sales performance such as revenue, profit, call frequency, and account penetration are also outlined. The goals of sales control are to optimize sales, maximize profit, and control revenue through establishing standards, procedures, training, monitoring performance, and taking corrective actions.
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This document discusses sales quotas, including what they are, different types of quotas, objectives of quotas, and how to set quotas. It defines a sales quota as an individual sales target assigned to a sales unit like a person or region. There are various types of quotas including sales volume, profit, expense, and activity quotas. Quotas are used to measure performance, control sales and expenses, motivate performance, and direct sales activities. The document provides tips for setting quotas, such as considering historical sales, growth expectations, individual reps' skills and markets, and getting buy-in from the sales team.
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The document discusses managing sales territories and quotas. It covers designing sales territories using build-up and breakdown methods, assigning salespeople to territories, and managing territorial coverage through routing, scheduling, and time management tools. It also discusses objectives and types of sales quotas, including volume, financial, activity, and combination quotas. Finally, it outlines several methods for setting sales quotas such as using total market estimates, territory potential, past sales experience, executive judgement, salespeople's estimates, and compensation plans.
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The document discusses factors to consider when designing sales territories including sales force objectives, basic control units, analyzing workloads, determining territories, and assigning salespeople to territories. It also covers establishing a customer contact plan through scheduling sales calls and routing salespeople, evaluating and revising territories, and minimizing lost sales from open territories. The key aspects of designing effective sales territories are analyzing relevant factors, establishing territories and workloads, and implementing customer contact plans to improve coverage and performance.
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Management of Sales Territories involves defining territories, designing territories, and mapping territories. When defining a sales territory, a firm assigns a group of present and potential customers to an individual salesperson or group within geographical boundaries. Designing sales territories has benefits like ensuring better market coverage and evaluating salesperson performance. The process of designing territories involves selecting control units, determining allocation criteria, combining adjacent units, and modifying boundaries to balance workload. Sales territory mapping is important for allocating resources effectively and designating areas of responsibility to salespeople fairly.
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The document discusses managing sales territories and quotas. It covers designing sales territories using build-up and breakdown methods, assigning salespeople to territories, and managing territorial coverage through routing, scheduling, and time management tools. It also discusses objectives and types of sales quotas, including volume, financial, activity, and combination quotas. Finally, it outlines several methods for setting sales quotas such as using total market estimates, territory potential, past sales experience, executive judgement, salespeople's estimates, and compensation plans.
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Introduction to Sales Management – The Sales Organization
– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
– Personal Selling.
Sales Planning – Sales Budgets – Estimating Market
Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
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Marketing Logistics - Distribution as Marketing Mix
Element – Distribution Resource Planning – Marketing
Channel Integration – Channel Management – Nature of
Marketing Channels – Evaluating Channel Performance-
Specialized Techniques in selling – Tele Marketing – Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts –
Channel Information Systems – Wholesaling – Retailing –
Ethical And Social Issues in Sales and Distribution
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Sales management 7
This document discusses key concepts in sales and distribution management including sales budgets, sales territories, sales quotas, and procedures for designing sales territories. It provides details on the purpose and components of sales budgets. It also outlines reasons for setting up sales territories, methods for designing territories, and evaluating and revising them. Procedures for setting sales quotas and factors to consider in administration of quotas are described.
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The document discusses factors to consider when designing sales territories including sales force objectives, basic control units, analyzing workloads, determining territories, and assigning salespeople to territories. It also covers establishing a customer contact plan through scheduling sales calls and routing salespeople, evaluating and revising territories, and minimizing lost sales from open territories. The key aspects of designing effective sales territories are analyzing relevant factors, establishing territories and workloads, and implementing customer contact plans to improve coverage and performance.
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As part of my college project, I applied my learning in brand strategy to create a comprehensive project for a luxury handloom saree brand. Key aspects of this project included:
- *Competitor Analysis:* Conducted in-depth competitor analysis to identify market position and differentiation opportunities.
- *Target Audience:* Defined and segmented the target audience to tailor brand messages effectively.
- *Brand Strategy:* Developed a detailed brand strategy to enhance market presence and appeal.
- *Brand Perception:* Analyzed and shaped the brand perception to align with luxury and heritage values.
- *Brand Ladder:* Created a brand ladder to outline the brand's core values, benefits, and attributes.
- *Brand Architecture:* Established a cohesive brand architecture to ensure consistency across all brand touchpoints.
This project helped me gain practical experience in brand strategy, from research and analysis to strategic planning and implementation.
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This session is your key to unlocking the secrets of successful digital marketing campaigns and maximizing your business's online potential.
Actionable tactics you can apply after this session:
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Don't miss out on this opportunity to elevate your digital marketing game and achieve tangible results!
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In this blog, we delve deep into the top 10 reasons why businesses ditch SEO tactics, uncovering the pain points that may resonate with you:
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2. Lack of Results: Investing time and resources without seeing tangible results can be disheartening. The absence of immediate results often leads businesses to lose faith in their SEO strategies. It's important to remember that SEO is a long-term game that requires patience and consistent effort.
3. Technical Challenges: From site speed issues to complex metadata implementation, technical hurdles can be daunting. Overcoming these challenges is crucial for SEO success, as technical issues can hinder your website's performance and user experience.
4. Keyword Competition: Fierce competition for top keywords can make it hard to rank effectively. Businesses often struggle to find the right balance between targeting high-traffic keywords and finding less competitive, niche keywords that can still drive significant traffic.
5. Lack of Understanding of SEO Basics: Many businesses dive into the complex world of SEO without fully grasping the fundamental principles. This lack of understanding can lead to several issues:
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On-Page Optimization: Ignorance regarding crucial on-page elements such as meta tags, headers, and content structure.
Technical SEO Best Practices: Overlooking essential aspects like site speed, mobile responsiveness, and crawlability.
Backlinks: Not understanding the value of high-quality backlinks from reputable sources.
Analytics: Failing to track and analyze data prevents businesses from optimizing their SEO efforts effectively.
6. Unrealistic Expectations and Timeframe: Entrepreneurs often fall prey to the allure of quick fixes and overnight success. Unrealistic expectations can overshadow the reality of the time and effort needed to see tangible results in the highly competitive digital landscape. SEO is a long-term strategy, and setting realistic goals is crucial for success.
#SEO #DigitalMarketing #BusinessGrowth #OnlineVisibility #SEOChallenges #BostonSEO
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Key Takeaways:
1. Identify your customer journey and growth areas
2. Build a three-step customer experience strategy
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Myself Janani Digital marketing consultant located in coimbatore I offer all kinds of digital marketing services for your business requirements such as SEO SMO SMM SMO CAMPAIGNS content writing web design for all your business needs with affordable cost
Digital Marketing Services | Techvolt Software :
Digital Marketing is a latest method of Marketing techniques widely used across the Globe. Digital Marketing is an online marketing technique and methods used for all products and services through Search Engine and Social media advertisements. Previously the marketing techniques were used without using the internet via direct and indirect marketing strategies such as advertising through Telemarketing,Newspapers,Televisions,Posters etc.
List of Services offered in Digital Marketing |Techvolt Software :
Techvolt Software offers best Digital Marketing services for promoting your products and services through online platform on the below methods of Digital marketing
1. Search Engine Optimization (SEO)
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5. Campaigns
Importance | Need of Digital Marketing (Online Promotions) :
1. Quick Promotions through Online
2. Generation of More leads and Business Enquiries via Search Engine and Social Media Platform
3. Latest Technology development vs Business promotions
4. Creation of Social Branding
5. Promotion with less investment
Benefits Digital Marketing Services at Techvolt software :
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4. Best combo offers on website Hosting,design along with digital marketing services
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6. Online Maintenance Support
Free Website + Digital Marketing Services
Techvolt Software offers Free website design for all customer and clients who is availing the digital marketing services for a minimum period of 6 months.
With Regards
Janani Digital Marketer
Coimbatore,Tamilnadu.
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Management of Sales Territories and Quotas_1.ppt
- 1. Management of Sales Territories and Quotas
- 2. Objective Concept of Sales Territories Designing Sales Territories Management of Territorial Coverage Types Of Sales Quotas Methods Of Setting Quotas
- 3. Sales Territory It consists of existing and potential customers assigned to a salesperson. Reasons Of Setting Up ST Increase market coverage Control selling expenses Better evaluation of sales force performance Improve customer relations Increase sales force effectiveness Improve co-ordination Benefit Salesperson and company
- 4. Sales Territory Reasons For Not Setting Up ST 1. Small company with few SP 2. Personal contact or relationship selling 3. SP’s de-motivated due to restriction sales territories 4. Management of the company not aware of the advantages.
- 5. Select A Control Unit Find Location and Potential Customers Decide Basic Territories Build Up Method Breakdown Method PROCEDURE OF DESIGNING SALES TERRITORIES States/Metros/Districts/Towns •MP and SP should be possible to calculate •Adjustments can be made. •Market Potential •Market size •Sales Potential •ABC Analysis
- 6. Decide Call Frequencies Calculate Total no. of calls for each unit Estimate Workload capacity of each SP Make Tentative Territories Develop Final Territories BUILD-UP METHOD
- 7. District Nasik District Pune Customer Type Call Freq/mnth No. Of Cust No. Calls/yr No. Of Cust No. Calls/yr A 4 3 144 4 192 B 2 7 168 8 192 C 1 20 240 28 336 552 720 TABLE - Build up Method
- 8. Estimate co. sales potential for total mkt Forecast sales potential for each unit Estimate Sales volume estimated from each SP Make Tentative Sales Territories Develop Final Territories BREAKDOWN METHOD
- 9. Samsung %age Cont Mkt Size Volume Curve% Flats% Curve Flats M/Share Co. Sales Potential Value Pune 30% 1000000 300000 10% 90% 30000 270000 20% 54000 405000000 A'Nagar 5% 1000000 50000 20.0% 80.0% 10000 40000 20% 8000 60000000 Aurangabad 15% 1000000 150000 20.0% 80.0% 30000 120000 20% 24000 180000000 Nasik 15% 1000000 150000 20.0% 80.0% 30000 120000 20% 24000 180000000 Dhulia 7% 1000000 70000 40.0% 60.0% 28000 42000 20% 8400 63000000 Jalgaon 4% 1000000 40000 40.0% 60.0% 16000 24000 20% 4800 36000000 Bhusaval 3% 1000000 30000 40.0% 60.0% 12000 18000 20% 3600 27000000 Satara 4% 1000000 40000 30.0% 70.0% 12000 28000 20% 5600 42000000 Sholapur 7% 1000000 70000 30.0% 70.0% 21000 49000 20% 9800 73500000 Kolhapur 10% 1000000 100000 20.0% 80.0% 20000 80000 20% 16000 120000000 Sangli 5% 1000000 50000 35.0% 65.0% 17500 32500 20% 6500 48750000 Ratnagiri 5% 1000000 50000 35.0% 65.0% 17500 32500 20% 6500 48750000 TOTAL 244000 856000 171200 1284000000 Forecast sales potential for each unit Estimate co. sales potential for total mkt Market Potential unit-wise
- 10. Estimate Sales volume estimated from each SP Direct selling cost = 6000000 Cost Of Goods Sold = 60% of sales Profit = 15% of sales Profit = Sales – COGS - DSC Sales = 24000000 Annual Sales Expectation = 29 crs
- 11. Make Tentative Sales Territories PUNE – 3 SP Aurangabad/Nagar – 1 SP Nasik/Dhulia/Jalgaon – 2 SP Satara/Sholapur/Sangli – 1 SP Kolhapur/Ratnagiri – 1 SP
- 12. Assigning Salespeople To Territories Evaluation Factors Weightage Evaluation SP Score (A) (B) (A) * (B) Product Knowledge 0.15 0.90 0.135 Market Knowledge 0.10 0.80 0.080 Past Sales Performance 0.40 1.00 0.400 Communication 0.15 0.80 0.120 Selling Skills 0.20 0.90 0.180 1.00 0.915 1. Relative Ability of SP 2. Salesperson Effectiveness in a territory
- 13. Managing Territorial Coverage How each person should cover each territory. Consists of three activities: 1. Planning Of Efficient Routes 2. Scheduling sp time. 3. Using time management tools
- 14. Managing Territorial Coverage Routing A travel plan showing which path to take to reach the customers. Advantages 1. Reduction in travel time and cost. 2. Improvement in terms of coverage. 3. Improvement in communication inside/outside company. Procedure 1. Straight Line/Hopscotch 2. Circular 3. Clover Leaf Application 1. Nature of the product. 2. Type of job of salesperson.
- 15. Managing Territorial Coverage Scheduling – 1.Allocation of time Tasks Time spent Administrative tasks 15% Service calls 13% Face - to- selling 32% Waiting/Traveling 21% Telephone Selling 19% 100 2.Customer Calls – State norms of visiting exiting and new customers.
- 16. Sales Quotas Sales quotas are sales goals set by company for its marketing units for a certain period of time. Region Territory Branch Salesperson Distributor Dealer Annual sales quotas are broken down in quarterly and then monthly.
- 17. Objectives of SQ Making available performance standards Controlling performances Motivating People Identifying strengths and weaknesses.
- 18. Types Of Quotas Sales Volume Quotas Setting sales volume targets individual sp, distributors, retailers, geographical areas, or/and products for a specific period of time. 1. Value sales volume 2. Unit sales volume 3. Point sales volume
- 19. Types Of Quotas …..cont. Financial Quotas Gross-margin or net-profit quota Expense quotas Activity quotas Combination quotas
- 20. Methods Of Setting Quotas Territory Potential Past Sales Experience Total Market Estimates Executive Judgment Salespeople’s Estimates Compensation Plan
- 21. Insights Set realistic quotas Understand problems in setting quotas 1. Underestimation and overestimation of market 2. Launching of too many new products 3. Salesperson having large territory Ensure Salespeople understand quotas 1. Participation in quota setting 2. Continuous Feedback 3. Flexibility In Administering Quotas 4. Purposes Of Quotas