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1. Territory Management
Ganesh Turerao
MB2053

2. Introduction
• A sales territory comprises a number of
present and potential customers located
within a given geographical area. It is assigned
to a salesperson, branch, or intermediary.

3. Benefits
• Better customer coverage.
• Increased sales
• Equitable rewards
• Reduced traveling costs

4. Criteria for Territory Design
• Sufficient potential
• Reasonable size
• Adequate coverage
• Minimum Impediments

5. Methods of Territory Design
• Buildup method
• Breakdown method
• Incremental method

6. Procedures for developing Territories
1. Indentify Objectives and Criteria for Territory
formulation.
2. Bases for developing Territories
-Geography
-Service requirements
-potential
-workload
3. Assigning Territories

7. Operating the Territory
• Routing
-- Cloverleaf pattern
-- Hopscotch method
-- Straight line method
• Scheduling

8. Effective ways of territory coverage
• Coverage of accounts
• Knowledge of the decision makers
• Balanced between types of accounts
• Updating
• Search for new prospects
• Knowledge of strategies adopted by a
competitor

9. Conclusion
• Without the T and T mgt. the company will
not assign its plans and may not get its
objectives.

10. Thank you !