chapter 11 designing territories. what is a territory? ä ä number of present and potential...
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CHAPTER 11CHAPTER 11
Designing Territories
WHAT IS A TERRITORY?WHAT IS A TERRITORY?
Number of present and potential customers located within a geographic area and assigned to a sales person
BENEFITS OF TERRITORIESBENEFITS OF TERRITORIES
Ensures proper market coverage Improves customer relations Increases morale and productivity Control and evaluation Reduces selling costs
WHEN ARE TERRITORIES UNNECESSARY?
WHEN ARE TERRITORIES UNNECESSARY?
When contacts are infrequent When a great deal of prospecting is
involved
DESIGNING TERRITORIESDESIGNING TERRITORIES
The ideal situation: have all districts equal in sales potential and work load
DESIGNING TERRITORIESDESIGNING TERRITORIES
Select a control unit for boundaries Analyze workload Determine territories based on sales
potential and call patterns Assign people to territories Establish a coverage plan Ongoing assessment
CONTROL UNITSCONTROL UNITS
States Counties and Parishes Cities and Zip Codes Metropolitan Statistical Areas Trading Areas
ANALYZING WORKLOADSANALYZING WORKLOADS
Nature of the job Nature of the product Stage of market development Intensity of market coverage Competition Market characteristics
DETERMINE BASIC TERRITORIES
DETERMINE BASIC TERRITORIES
Buildup Method Breakdown Method
BUILDUP METHODBUILDUP METHOD
Determine number, location, and size of clients
Determine desirable call patterns Determine number of accounts to
assign to each sales person Draw boundaries
BREAKDOWN METHODBREAKDOWN METHOD
Determine sales potential Determine volume expected from each
person Determine number of territories
needed Tentatively establish territories (based
on volume) Modify as required
BREAKDOWN METHODBREAKDOWN METHOD
EXAMPLE TO DETERMINE NUMBER OF TERRITORIES: If total potential is $20 million and average volume per person is $500,000 then 40 sales reps are required in 40 territories
BREAKDOWN METHODBREAKDOWN METHOD
EXAMPLE TO DETERMINE TERRITORY VOLUME: With 40 reps, we should establish territories with 2.5% of the company’s total sales potential (100%/40 = 2.5)
USING SOFTWAREUSING SOFTWARE
Save time Costly Some programs can’t adjust for
physical barriers
FROM THE INTERNET...FROM THE INTERNET...
Software Examples:Tactician 4
<http://www.tactician.com/product/http://www.tactician.com/product/prd002.htm>prd002.htm>
Territory Mapper Territory Mapper <http://www.territorymapper.com/><http://www.territorymapper.com/>
ASSIGNING PEOPLE TO TERRITORIES
ASSIGNING PEOPLE TO TERRITORIES
Match characteristics Overlapping territories Personnel issues when revising
territories
TERRITORIAL COVERAGETERRITORIAL COVERAGE
Routing Scheduling
ONGOING ASSESSMENTONGOING ASSESSMENT
Sales and costs studies
FROM THE TEXT...FROM THE TEXT...
Read everything from Chapter 11 Read everything from Chapter 11 except “Simulating New Territories” except “Simulating New Territories” on pages 530 to 531.on pages 530 to 531.
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