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Presentation on territory

management

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Objectives

Time management and its importance

Territory management and its

importance

Criteria for territory designs

Methods of designing territories

Procedure for developing territories

Operating the territory management

system

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Introduction

Introduction Time is the scarcestresource of

the manager, if it is not managed,

nothing else

can be managed. - Peter F Drucker

What is the

value of time? Its importance Howadvanced

technology helps in saving time?

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What the sales person need todo get effectiveness?: What the sales person need to do get

effectiveness? Focus on important

aspects Accept the need for change

Delegate whatever possible

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Time management and itsimportance Time management and its importance

Efficient management of sale time

Efficient management of scrap time

Bet t er market coverage Reducedselling costs Improved customer

service More accurate evaluation of

sales force personnel

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Better market coverage

Better market coverage Carefulspending of time & money based on

account Use of promotional material

and appropriate software Proportionalspending of time based on size of

account Profitability of each customer

to be calculated

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PowerPoint Presentation:

Reduced selling costs Identify thedecision maker & approach him

directly Approach should be

professional Improved customerservice Maintaining good relations

through proper follow up Sales force

automation More accurate evaluationof sales force personnel

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Territory management and its

importanceA sales territory comprises a no. of

present & potential customers located

within a geographical area Territories

are generally divided based ongeographic area

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Other factors to be consideredwhile designing territories Other factors to be considered while

designing territories Characteristics of

the prospects & customer groups

Transportation facilities in the territorySkills of salesperson

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Benefits of territorymanagement Benefits of territory management

Better customer coverage Increased

sales Equitable rewards Reduced

traveling costs

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Criteria for territory designs:

Criteria for territory designs Sufficientpotential Reasonable size Adequate

coverage Minimum impediments E.g.

Mountains Rivers Rail roads Dams

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Methods of designingterritories Methods of designing territories:

Methods of designing territories

Designed based on geographical

factors/ customer potential Should bedesigned to enhance the performance

of sales people Methods: Build up

method Breakdown methodIncremental method

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Procedure for developingterritories Procedure for developing territories

Identify objectives & criteria for

territory formation Bases for

developing territories GeographyService requirement Potential

Workload Assigning sales personnel

to territories

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Operating the territorymanagement system Operating the territory management

system Appropriate control to beexercised Routing: Measures taken bysales management to minimize the travel

expense, travel time & total distancetraveled by sales persons It is a complexprocess as the customers meet the salespersons as per their convenienceAccount's size & time allocation shouldhave proper match Other aspectsconsidered: Climatic conditionsTransportation facilities Ensuring minimaldistance between two consecutive calls

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Routing - Patterns :Routing - Patterns Hopscotch methodClover leaf pattern Straight line pattern

Scheduling :Scheduling It refers to the allocation ofappropriate time to all the activitiesthat sales persons carry out during aday, a week or a month Waiting timesome additional time should be takeninto consideration

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Territory coverage by salespersonnel Territory coverage by sales personnel

Don'ts :- Spending substantial time on

small / favorite accounts Encroaching

others territories Dos:- Prospectingnew accounts Economical & profitable

coverage