TERRITORY DEVELOPMENT & TIME MANAGEMENT

ARSALAN ALI SIDDIQUI

SYED FARID ALI JAFFRI SHAFI ULLAH KHAWAR KASHAN QURESHI

Territories can be based on: Geography Market potential Servicing Requirements Workload Assignments

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Geography: The establishment of geographic territories Potential: The potential approach refers to splitting up a firms customer base according to sales potential. Servicing requirements: of current and prospective future accounts. Workload: goes one step further, includes coverage difficulty, graphical features, competitive activity etc

A sales territory is a configuration (pattern) of current and potential accounts for which the responsibility has been assigned to a particular sales representative.

Territory management can be defined as the planning , implementation and control of salespersons activities with the goal of realizing the sales and profit potentials of their assigned territories.

CUSTOMER RELATED

SALES PERSON RELATED

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Intensive market coverage Excellent customer service Higher sales Greater satisfaction

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Foster enthusiasm Facilitate performance evaluation Offer rewards Less turn over

MANAGERIAL RELATED 1. 2. 3. 4. Enhance control Coordinate promotion Reduce expenses More bang for the buck

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When company is small When friendship sales are important When high-tech selling is involved.

Changing external environment Inadequate insight into territorial parameters Unanticipated behavior Inadequate coverage

Build up method: Designing territories through combining enough pieces of companys overall market to create units that offer sufficient sales challenge. Breakdown method: Determining the number of territories by dividing projected average sales per salesperson into an overall sales forecast.

Incremental method: Establishing additional territories as long as the marginal profit generated by the territories exceeds the cost of servicing them.

ANALYSIS CONTROL OBJECTIVES

STRATEGIES

IMPLEMENTATION

TACTICS

Routing: a travel pattern of that guarantees complete and predictable coverage of all accounts. Straight line method: Salesperson begins with a call at the outer parameter of his territory and then works back to the home base by calling on accounts located in the interior portion of the territory.

Cloverleaf Pattern: Routing method made up of four or more adjoining circular sequences.
Hopscotch pattern: Hub and spoke like sales routing pattern in which the sales person starts a calling sequence at the outer end of a spoke and works back to the hub.

Scheduling refers to the task of allocating the salespersons time asset. Proper use of a salespersons time hinges on careful scheduling.

Structuring a sales persons time resources so as to maximize productive time and minimize wasted time.

ROTI=GM/CTI

ROTI=return on time invested GM= gross margin CTI=cost of time invested

Planning: establish priorities, anticipate major tasks etc Discipline: Do not Delay, learn to be brief, avoid special favors, etc Organization: delegate tasks to subordinates, concentrate on major tasks, identify key problems etc

Sales force is selling less, reasons sales people sometimes spend too much time in: Administrative tasks Internal meetings Travel etc

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Solution that many companies has adopted to increase sales through : Telemarketing Seminars Demonstrations Automation

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Automation program should include: Remote access with portable computers. Electronic mail for internal communications. Word processing and Spreadsheet software Time management software Suspect, prospect, customer database files

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