sales & distibution management

1. PRESENTATION ON ROUTING
& SCHEDULING SALES
FORCE…
TAUGHT BY :- PROF. BHARATH BHUSHAN SINGH
PRESENTED BY :- GROUP NO- 4
PRASAD NAYAK
AKASH JAISWAL
DEBAPRASAD OJHA
PARVEEN KUMAR

2. ROUTING
• What is routing ?
Routing is a travel plan or pattern used by a
salesperson for making customers calls in a
territory.
PLAN FOR ROUTING:
• Identify the present and potential customers
on a territory map.
• Classification of Customers in to High
,Medium &Low Sales Potential.

3. • Reduction in travel time and cost by
excluding backtracking and criss-crossing by
sales people in their territory.
• Improvement in territory coverage.
• Sales people reduce their travel time and
increase selling time.
DISADVANTAGE OF ROUTING:
• Routing reducers the salespeople’s flexibility
and initiative.

4. Scheduling
• Scheduling refers to establishing a fixed time
when the salesperson will be at a customer’s place
of business.
• It is planning a salesperson’s specific time of
visits to customers
• strict formal route designs enable the salesperson
to:
1.Improve territorial coverage
2.Minimize wasted time
3.Establish communication between management
and the sales force in terms of the location and
activities of individual salespeople.

5. Industry Challenges
• Sales-Reps spending too much time driving
instead of with potential customers
• Overlapping territories
• Efficiently plan visitations with multiple
frequencies that span across weeks and months
• Planning for multiple territorial sales-
reps with varying Route Start/End locations
and Time Windows

6. ? WHAT IS ROUTING ?
ROUTING IS A TRAVEL PLAN OR PATTERN USED BY SALES PERSON
FOR MAKING CUSTOMER CALLS IN TERRITORY.
PLAN FOR ROUTING?
IDENTIFY THE PRESENT AND POTENTIAL CUSTOMERS ON A
TERRITORY MAP
WHAT IS SCHEDULING?
IT IS A PLANNING A SALES PERSON SPECIFIC TIME OF VISIT TO A
CUSTOMERS.

7. Fact Of Eureka Forbes
 The Company Was Founded In Detroit Michigan1909 By
Fred Wardell To Build Vacuum Cleaners.By 1927, Eureka
Was Selling One Third Of All Vacuums Manufactured In
The United States. 1930 Saw Expansion Into Making Other
Appliances With The Introduction Of The Eureka Electric
Range.
 Market Leader In Vacuum Cleaner As Well As In Water
purification.
 1981 Eureka brands came in India through Eureka
forbes with the join venture with FGL…

8. ROUTING OF EUREKA SALES
FORCE..
PLANNING
IDENTIFY
FOLLOWING
CONSUMMATE

9. SCHEDULING OF EUREKA FORBES
IMPLEMENT THE PLAN
CONTACT AT RIGHT TIME
CONTACT WITH POTENTIAL
CUSTOMERS
SALESMAN CUSTOMERS
Read more here: http://entrance-exam.net/commercial-finance-
manager-eureka-forbes-ltd/#

10. Routing and scheduling sales force
Of
The Times of India

11. Routing of The Times of India
In The Times of India, the planes of routing
are totally based on:
Telephonic network
Electronic data networks
Transportation networks
Routing process of The Times of India:
To Identify the target customers.
Customers classifications.
Reduction in travel time.
Improvement in territory coverage.

12. TERRITORIAL COVERAGE
After Designing the sales territory , the
sales person should be assigned on
which area of the territory has to be
covered by him.
The territory can be assigned by 3
methods
1.Planning of efficient route for sales
people.
2.Scheduling the sales people’s time.

13. scheduling of
the times of india
Designed specifically to cut down sales force
travel time and optimize their schedules/visits
with the customers. Solution reduces operation
costs while increasing sales opportunities.
Territory planning of sales reps based on optimal travel
distance or balancing number of stops per territory.
Fully web based – designed with the future in mind –
install at one location, instant deployment nationwide.
Map centric user interface – easy to visualize your
customer locations, territories, and routes.
easy integration with your CRM and Accounting systems.