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Time and Sales Territory Management: S. M. Habibur Rahman Tipu - Sales Professional

This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories such as facilitating planning and controlling selling, enhancing market coverage, and strengthening customer relations. Factors in setting up sales territories are identified as selecting a geographic control unit, making an account analysis, developing a salesperson workload analysis, combining control units into territories, and assigning salespeople. The document also discusses scheduling salespeople and allocating their time to maximize productivity.

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DILIP JAIN
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191 views12 pages

Time and Sales Territory Management: S. M. Habibur Rahman Tipu - Sales Professional

This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories such as facilitating planning and controlling selling, enhancing market coverage, and strengthening customer relations. Factors in setting up sales territories are identified as selecting a geographic control unit, making an account analysis, developing a salesperson workload analysis, combining control units into territories, and assigning salespeople. The document also discusses scheduling salespeople and allocating their time to maximize productivity.

Uploaded by

DILIP JAIN
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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TIME AND SALES

TERRITORY
MANAGEMENT

S. M. Habibur Rahman Tipu | Sales


Present By:
Professional
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.
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.
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.
SETTING UP SALES
TERRITORY
1. Selecting a geographic control unit

 States, counties (region), zip code areas, cities,


metropolitan areas, trading areas.
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.
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.


SETTING UP SALES
TERRITORY

4. Combine geographic control units into sales


territories

 To group adjacent control units into territories of


roughly equal sales potential.
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).
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.
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.
Thank You !

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