Post on 04-Apr-2018
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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