Professional Documents
Culture Documents
LEARNING OBJECTIVES
The design, size, and operation of sales territories are critical to a
firm's success because they allow the firm to provide service to
customers. This chapter will help you to understand:
if
A n a lyz e
W o r k lo a d
D et e r m i n e B a s i c
T er r ito r ies
E v a l u a t e, R e v i s e
i f N ee d e d
C u s t o m er
C o n t a ct P l a n
A ssign to
T er r ito r ies
ANALYZE SALESPEOPLES
WORKLOADS
Workload is the quantity of work expected
from sales personnel.
Three of the main influences on workload
1 involve the nature of the job,
2 intensity of market coverage, and
3 type of products sold.
Copyright 2001 by Harcourt, Inc. All rights reserved.
Forecasted Sales
Average Sales per Salesperson
4. Tentatively establish
territories.
Equalized Workload
This method uses the number, location, and
size of customers and prospects to determine
the frequency of sales calls and amount of time
a call takes by using such data as:
1 Time required for each sales call.
2 Frequency of sales calls per given customer.
3 Time intervals between sales calls.
4 Travel time around territories.
5 Nonselling time.
Copyright 2001 by Harcourt, Inc. All rights reserved.
ASSIGN TO TERRITORIES
Some salespeople can handle large territories
and the travel associated with them; some cant.
Some territories require experienced
salespeople; some are best for new people.
Some people want to live in metropolitan areas;
others prefer territories with smaller cities.
Copyright 2001 by Harcourt, Inc. All rights reserved.
F i r s t C a ll
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B ase
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C lo v e r le a f P a t t e r n
W o rk B ack
M a jo r- C ity P a tte r n
B ase
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c
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E ach L eaf O u t an d
B ack Sam e D ay
3
1
1 - D o w n to w n
3. Customer service
Handling complaints.
Answering questions.
TERRITORIES
continued