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Procedure for setting up sales territories (Combining geographical control…
Procedure for setting up sales territories
Making an account analysis
Selecting a basic geographical control unit
Developing a salesperson workload analysis
Combining geographical control units into sales territories
Territory Shapes
WEDGE
APPROPRIATE FOR BOTH URBAN AND NON URBAN AREAS
MOSTLY APPLICABLE TO FMCG PRODUCTS
SUITABLE WHERE THE SALES PERSON IS LOCATE IN A TOWN WITH DENSE POPULATION
EXAMPLE : MARICO, HINDUSTAN LEVER, P&G
CIRCLE
APPROPRIATE FOR A TERRITORY WHERE THE DISTRIBUTION OF CUSTOMERS IS MORE OR LESS THE SAME
CLOVERLEAF
THIS DESIGN IS USED TO WHEN ACCOUNTS ARE DISTRIBUTED RANDOMLY.
IT IS USED IN INDUSTRIAL MARKET
THE SALESPERSON IS LOCATED IN THE CENTER OF THE TERRITORY
PLANS HIS TOUR TO COVER ALONG ONE LEAF
HOPSCOTCH
STARTS AT THE FATHESST POINT FROM THE OFFICE AND MAKES CALLS ON THE WAY B ACK TO THE OFFICE
HE GOES TO THE FARTHEST POINT NON STOP IN ONE DIRECTION
ON THE NEXT DAY THE SALESPERSON WILL GO TO THE NEXT DIRECTION.