4-territory development & time management

8/3/2019 4-Territory Development & Time Management

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TERRITORY DEVELOPMENT & TIME MANAGEMENT


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ARSALAN ALI SIDDIQUI

SYED FARID ALI JAFFRI

SHAFI ULLAH KHAWAR

KASHAN QURESHI


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Territories can be based on:

1. Geography

2. Market potential3. Servicing Requirements

4. Workload Assignments


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Geography: The establishment of geographicterritories

Potential: The potential approach refers tosplitting up a firms customer base accordingto sales potential.

Servicing requirements: of current andprospective future accounts.

Workload: goes one step further, includescoverage difficulty, graphical features,competitive activity etc


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A sales territory is a configuration (pattern) ofcurrent and potential accounts for which theresponsibility has been assigned to aparticular sales representative.


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Territory management can be defined as theplanning , implementation and control ofsalespersons activities with the goal ofrealizing the sales and profit potentials of

their assigned territories.


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CUSTOMER RELATED

1. Intensive marketcoverage

2. Excellent customerservice

3. Higher sales4. Greater satisfaction

SALES PERSON RELATED

1. Foster enthusiasm2. Facilitate performance

evaluation3. Offer rewards

4. Less turn over

MANAGERIAL RELATED

1. Enhance control2. Coordinate promotion3. Reduce expenses4. More bang for the buck


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1. When company is small2. When friendship sales are important

3. When high-tech selling is involved.


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Changing external environment

Inadequate insight into territorial parameters

Unanticipated behavior Inadequate coverage


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Build up method: Designing territoriesthrough combining enough pieces ofcompanys overall market to create units thatoffer sufficient sales challenge.

Breakdown method: Determining the numberof territories by dividing projected average

sales per salesperson into an overall salesforecast.


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Incremental method: Establishing additionalterritories as long as the marginal profitgenerated by the territories exceeds the costof servicing them.


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ANALYSIS

OBJECTIVES

STRATEGIES

TACTICS

CONTROL

IMPLEMENTATION


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Routing: a travel pattern of that guarantees

complete and predictable coverage of allaccounts.

Straight line method: Salesperson begins witha call at the outer parameter of his territoryand then works back to the home base by

calling on accounts located in the interiorportion of the territory.


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Cloverleaf Pattern: Routing method made up

of four or more adjoining circular sequences.

Hopscotch pattern: Hub and spoke like salesrouting pattern in which the sales personstarts a calling sequence at the outer end of a

spoke and works back to the hub.


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Scheduling refers to the task of allocating thesalespersons time asset.

Proper use of a salespersons time hinges oncareful scheduling.


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Structuring a sales persons time resources soas to maximize productive time and minimizewasted time.

ROTI=GM/CTI ROTI=return on time invested

GM= gross margin

CTI=cost of time invested


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Planning: establish priorities, anticipate majortasks etc

Discipline: Do not Delay, learn to be brief,avoid special favors, etc

Organization: delegate tasks to subordinates,concentrate on major tasks, identify keyproblems etc


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Sales force is selling less, reasons salespeople sometimes spend too much time in:

1. Administrative tasks

2. Internal meetings

3. Travel etc


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Solution that many companies has adopted toincrease sales through :

1. Telemarketing

2. Seminars

3. Demonstrations

4. Automation


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Automation program should include:

1. Remote access with portable computers.

2. Electronic mail for internal communications.3. Word processing and Spreadsheet software

4. Time management software

5. Suspect, prospect, customer database files


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4-territory development & time management

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