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Sales territory
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- 3. Increase market orcustomer coverage. Control selling expenses Better evaluation of sales force performance Improve customer relations Increase sales force effectiveness Improve co-ordination Benefit salespeople and company
- 4. A small company Sellingin a local market Personal contacts Management may not be aware of the advantage of sales territory
- 5. Use build Use build method method Selecta Select a control unit control unit Find location Find location and potential and potential customer customer Decide Decide basic basic territiories territiories Use Use breakdown breakdown method method
- 6. Control unit- Control unitsare states, metros, cities, districts, towns, pin code area, industrial estates and major customer.
- 7. Find location andpotential customer In this step find the location and sales potential of present and prospective customers in each control unit. Information of present customer should be available from the company' sales analysis , market research studies.
- 8. Decide basic territories •Build– up method •Break down method
- 9. Build –up method •Decidecall frequencies •Calculate total number of calls in each control unit •Estimate workload capacity of a sales person •Make tentative territories •Develop final territories
- 10. Break down method •Estimatecompany sales potential for total market •Forecast sales potential for each control unit •Estimate sales volume expected from each salespeople •Make tentative sales territories •Develop final territories
- 11. Assigning salespeople toterritories •Relative ability of sales people •Sales person’s effectiveness in a territory
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