Territory Management.ppt
- 1. Chapter - 12 Time and Territory Management
- 2. Time and Territory Management 2 Objectives Time Management and Its Importance Territory Management and Its Importance Criteria for Territory Design Methods for Designing Territories Procedures for Developing Territories Operating the Territory Management Systems
- 3. Time and Territory Management 3 Time Management and Its Importance Better market coverage Reduce selling costs Improved customer services More accurate evaluation of sales force personnel
- 4. Time and Territory Management 4 Territory Management and Its Importance Benefits of Territory Management Better customer coverage Increased sales Equitable rewards Reduced traveling costs
- 5. Time and Territory Management 5 Territory Design - Criteria Sufficient potential Reasonable size Adequate coverage Minimum impediments (Less physical hurdles like traffic and bridges)
- 6. Time and Territory Management 6 Territory Design - Methods Build up Method Assessing the potential or attractiveness of both current and prospective customers Breakdown Method Incremental Method
- 7. Time and Territory Management 7 Developing territories - Procedures Identify objectives and criteria for territory formation Bases for developing territory Geography Service requirements Potential Workload Assigning sales personnel territories
- 8. Time and Territory Management 8 Operating the Territory Management System Routing Scheduling Territory coverage by sales personnel
- 9. Time and Territory Management 9 Summary Time Management and Its Importance Territory Management and Its Importance Criteria for Territory Design Methods for Designing Territories Procedures for Developing Territories Operating the Territory Management Systems
- 10. Thank you