1. TIME AND SALES
TERRITORY
MANAGEMENT
S. M. Habibur Rahman Tipu | Sales
Professional
Present By:

2. ESTABLISHING SALES
TERRITORY
 A sales territory is usually thought of as a
geographic area that contains customer
accounts (present and potential).
 The major emphasis should be on the
customers and prospects because a market is
made up of people and customers, not
geographic areas.

3. ESTABLISHING SALES
TERRITORY
Reasons for establishing sales territories
 To facilitate the planning and controlling of the selling
function.
 To enhance market coverage.
 To keep selling costs at a minimum.
 To strengthen customer relations.
 To build a more effective SF.
 To evaluate the SF better.
 To coordinate selling with other marketing functions.

4. ESTABLISHING SALES
TERRITORY
Reasons for not establishing sales territories
 Small companies with only a few people selling in a local
market.
 The available sales coverage is far below the sales
potential of the market.
 Companies introducing new product or with products that
everyone needs.
 Sales are made primarily on the basis of social contacts or
personal friendships.

5. SETTING UP SALES
TERRITORY
1. Selecting a geographic control unit
 States, counties (region), zip code areas, cities,
metropolitan areas, trading areas.

6. SETTING UP SALES
TERRITORY
2. Making an account analysis
 To identify accounts by name.
 To estimate the total sales potential for all accounts in
each geographic control unit.
 To classify each accounts according to its annual buying
potential.

7. SETTING UP SALES
TERRITORY
3. Developing a salesperson workload analysis
A salesperson workload analysis is an estimate of the time
and effort required to cover each geographic control
unit.
 Numbers of account to be called on.
 The length of each call.
 The travel time required.
 The non-selling time.

8. SETTING UP SALES
TERRITORY
4. Combine geographic control units into sales
territories
 To group adjacent control units into territories of
roughly equal sales potential.

9. SETTING UP SALES
TERRITORY
5. Assigning sales personnel to territories
 Relative ability (product and industry knowledge,
persuasiveness and verbal ability).
 Potential sales effectiveness within the territory
(salesperson’s physical, social and cultural
characteristics).

10. TIME MANAGEMENT
Scheduling the salesperson
Time allocation problems:
 Deciding which accounts to call on.
 Dividing time between selling and paperwork.
 Allocating time between present customers, prospective
customers and service calls.
 Allocating time to be spent with the overly demanding
customer or prospect.

11. TIME MANAGEMENT
Scheduling the salesperson
To maximize the productive time:
 Avoid time traps.
 Allocate time in five areas (waiting and traveling, face-to-face
selling, service calls, administrative tasks and telephone
selling).
 Set weekly and daily goals.
 Manage time during sales calls.
 Evaluate.

12. Thank You !