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Unit 6 - Procedure of Designing Sales Territory - Coggle Diagram
Unit 6 - Procedure of Designing
Sales Territory
Determine sales potential in each unit.
Select basic control unit.
Determine basic territories.
Six Steps to Determine a Firm's Basic Territories:
Forecast sales and assess potentials.
Determine required sales volume for each territory.
Decide on the number of territories.
Tentatively establish territories.
Determine the number of accounts per territory.
Finalize territories and draw boundaries.
Methods
Build up Method
Decide call frequencies.
Calculate total calls in each control unit.
Estimate salesperson's workload capacity.
Create tentative territory.
Develop final territory.
Breakdown Method
Estimate total market sales potential.
Forecast sales potential for each control unit.
Estimate expected sales volume per salesperson.
Create tentative sales territories.
Develop final territories.
Assign to territories.
Customer contact plan./ Sales Routing
Routes enable
Minimize wasted time.
Establish communication between management and the sales force
Improve territorial coverage.
Routing Patterns
Straight-Line Pattern / Hopscotch
Cloverleaf Pattern
Major-City Pattern
Telephone
Sales generating
Order processing
Customer service
Evaluate and revise if necessary.