MBA Admission in IndiaBy:admission.edhole.com

Part V: Sales territory management and route optimization

Getting to Know ESRI Business Analyst Fred L. Miller, PhD Murray State Universityadmission.edhole.com

Presentation topicsThis presentation will cover: The decision scenario for Living in the Green LaneRelevant business GIS tools and tasksChapter 8: Building a profile of distinctive customer characteristicsBuild sales territories around seed points with the Territory Design extensionDesignate attributes to use in territory balancing schemesCreate multilevel sales organizational schemesRealign sales territories to meet organizational objectivesDesignate stops on a service technicians routeOptimize route efficiency with Business Analyst Desktops Find Route toolDetermine efficiencies and cost savings resulting from route optimizationEvaluation of ROI for business GIS analysisBusiness GIS learning goals and skillsadmission.edhole.com

LITGL Decision ScenarioWith three successful stores in place, Janice and Steven wish to:Add lawn and garden maintenance services as well as organic pest-control services to LITGLs product lineHire a six-person sales force, two at each store, to sell these services to local consumersHire lawn-care teams and pest-control technicians to service customer accounts Design an effective sales territory system for the sales forceInstall a routing system for lawn-care teams and pest-control techniciansadmission.edhole.com

Relevant Business GIS Tools and TasksCreate Territories layer using Territory Design extensionBuild sales territories around sales staff locations relative to LITGLs three storesOrganize sales territories by storeBalance territories relative to sales potential Identify clients to be included in customer service technicians daily routeDesign the most efficient routes for daily service callsDetermine resulting efficiencies and savingsadmission.edhole.com

Chapter 8: Sales territory design and balancing; route optimizationIn this chapter, you will perform the following Business Analyst Desktop tasks:Geocode customer data with locator services and symbolize it on a mapUse Layer Properties to view attribute distribution and identify high-volume customersUse a spatial join to attach demographic and Tapestry Segmentation attributes to customer features based on their locationUse summary tables to calculate geodemographic and Tapestry Segmentation lifestyle profiles of high-volume customersUse Tapestry Segmentation data with Market Potential Indexes to identify customer values, media habits, product preferences, and purchasing patternsUse this information to make product line and merchandising decisions appropriate for Living in the Green Lanes best customersadmission.edhole.com

Create a sales territory system with store and territory levels

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Balance territories geographically and by sales potentialadmission.edhole.com

Map service technicians daily service calls anddetermine optimum routeadmission.edhole.com

Business GIS learning goals and skillsIn Part V, you will learn to use Business Analyst Desktop to:

build sales territories around sales representatives homes with the Territory Design extensiondesignate attributes and weights to use in preliminary territory balancing schemescreate multilevel sales organizational schemes (stores and territories) realign sales territories to meet organizational objectives for geographic and sales potential balancedesignate stops on a service technicians route and add them to a mapoptimize route efficiency with Business Analyst Desktops Find Route tooldetermine efficiencies and cost savings resulting from route optimizationadmission.edhole.com

Evaluation of ROI for business GIS analysisThe costs of this Business Analyst application are:A Business Analyst Desktop, which includes the Territory Design toolThe time of managers and business GIS analystThe benefits of this Business Analyst application are:Increased revenue from more sales calls resulting from efficient territories and optimized routingGreater customer satisfaction and retention from more efficient territories and optimized routingThe estimated incremental revenues are:More than $200,000 of increased revenue and reduced costs

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Part V: Sales territory management and route optimization

Getting to Know ESRI Business Analyst Fred L. Miller, PhD Murray State Universityadmission.edhole.com

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