Territory Development & Time Management
Territory Development & Time Management
Territory Development & Time Management
DEVELOPMENT
AND TIME
MANAGEMENT
CHAPTER # 7
LEARNING OUTCOMES
Sales representatives are viewed as scaled down sales managers since they
bear the ultimate burden of managing parts of the customer base.
NEED FOR TERRITORY
MANAGEMENT
Reasons for, and benefits of, Sales Territories
REASONS BENEFITS
Customer – Related
Potential: refers to splitting up a firm’s customer base according to sales potential. The procedure is simple, first, the
management has to estimate the sales potential for the entire company, next, it has to determine what sales potential
will be appropriate for the average salesperson.
Servicing requirement: an approach wherein territories are formed on more refined form – customer base
constituting the equal potential in territories is taken into account. Accounts are classified into A, B n C types.
Workload: it not only considers individual sales potentials n servicing requirements in creating territories, but also
reflects differences in coverage difficulty caused by topographical features, account locations, competitive activity n
so forth.
PROCESS FOR TERRITORY DESIGN
Designing sales territories involves breaking down a firm’s customer base
so that accounts can be well served by individual sales persons.
Customer Assign
Evaluate,
Contact Plan Territories
Revise if Needed
PROCESS FOR TERRITORY DESIGN
1. Select Basic Control Units
• States
• Counties
• Cities and zip-code areas
• Metropolitan areas
• Trading areas
• Major accounts
PROCESS FOR TERRITORY DESIGN
2. Analyze Salesperson’s Workload
Workload is the quantity of work expected from sales personnel.
Three of the main influences on workload involve the:
First call c c
c c c
c c
c c c Base c c c
c c c ccc c
c cc c
c c Eachback
leaf out and
the same day
c c
Scheduling
Allocation of appropriate time Accommodation of time related Ensuring the sales calls for
activities such as waiting and travel
for each activity time
each day are fulfilled
Common Territory management problems and Remedies
PROBLEMS REMEDIES
Time management: at the territorial level has as its objective the structuring of
a salesperson’s scarce time resources in such a way as to maximize productive
time and minimize unproductive time.
Leverage
5 your Prioritize 2
network
5
Leverage
your Prioritize 2
network
Managing sales territories is a balancing act between time & exploiting opportunities
Remember the
big picture
4
Master your
rotation
plan
3
SIMPLIFY your
sales territory management
Map out your plan of attack,
a sequence of touching base
with your customers.
Follow a predictable
routine to establish
accountability checkpoints.
4
Don’t sacrifice opportunities by mourning for that one
lost sale.
Leverage
5 your Prioritize 2
network
Remember the Master your
big picture rotation
plan
4 3
The relationships you foster throughout your sales process are critical to sales
territory management.
“Loyal Cultivating bonds with customers could
eventually connect you with other potential LEADS.
customers,
they don’t just come If you pay enough attention to your existing clients, you
may ultimately strengthen your sales network &
back, they don’t simply contribute to your customer base.
recommend you,
they insist that their
friends BUSINESS
do
with you.”
Chip Bell
6 1
Understand
Review and your
customers
realign
Leverage
5 your Prioritize 2
network
What techniques
helped you to close
deals?
What is the
best selling
product?
COCA COLA BEVERAGES
PAKISTAN LIMITED
(CCBPL) – TERRITORY
DESIGN
BASIS FOR TERRITORY DESIGN
• Outlets
• Volume
• Geographical distance
7
Territory Design T
e
r
r
i
R t
e o
g r
i i
Z o e
o n s
n s
A e
r s
e
a
s
THANK YOU!