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Sales territories

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TIME AND SALES TERRITORY
TIME AND SALES TERRITORY
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Sales territories

  1. 1. Territories and Time Management 1
  2. 2. Time Management: Refer exhibit 12.2 & 12.3 Benefits: a) Better market coverage: amount of time and money spent must be proportionate to size of account b) Reduce selling costs: customer and crucial decision maker has to be identified so that wastage of time and money in pursuing wrong people can be avoided. c) Improved customer service: taking appointments sales force automation helps in time management d) Can be a performance evaluator 2
  3. 3. Sales Territories Benefits: a) When a salesperson is responsible for a particular territory, accountability. b) Size must be optimal; large: coverage; small: too many calls c) Reducing sales costs in transportation / food / lodging. d) Strong Customer Relationships – can give more time. e) Enhance sales force motivation; ASM takes pride in his territory; well designed ST improves morale, ensures reasonable workload, encourages equitable rewards 3
  4. 4. How to set up Territories? 1. Determine potential in sales & prospects 2. Selecting geographical control unit – small size makes management easier – adjusting territories becomes easier. 3. Sales person workload analysis; no. of effects, cold calls, prospects, time allotted 4. Divide into territories of equal potential – computerization helps 5. Service requirement of existing and potential customers 4
  5. 5. How to set up Territories? 6. Assigning the right personnel, salespeople with high initiative, experience can be given to high potential territories. While assigning sales people to territories a mgr. has to consider  Qualities – industry knowledge  Qualifications  Characteristics – persuasive abilities, verbal communication  Experience Match salesperson to territory. 5
  6. 6. How to define Sales Territory? 1. Know you Market:  Having defined market, list all potential prospects; maintain master list 2. Score potential opportunities: A, B, C… 3. Draw borders:  List of potential customers can be uploaded to mapping programs for geographical territories  If different products cater to different industries; then map by industry.  You can also map by size & buying power 4. Involve Sales Team 5. Minimize future changes 6
  7. 7. Company needs to avoid Sales Territory Wars Single most important factor of a SP’s success is tenure in territory; so avoid changing / redefining territories / sales rep.s – demotivates customer / SP. both. Small territory – less travel – more selling – more managerial positions – career opportunities However, division of existing territories – morale issues – less earning for salesperson if he loses key a/c. 7
  8. 8. When are Sales Territories Revised?  When initially they have not been designed carefully.  Overestimation / underestimation of work load or sales potential  Changing market conditions  Faulty Management  Growth of business  Increased sale force  Competition  Changed Management Philosophies 8

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