logging in or signing up 12. time & territory management sunitharatnakaram Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: Embed: Flash iPad Copy Does not support media & animations WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 993 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: March 02, 2012 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Chapter 12 : Chapter 12 Time & territory managementPowerPoint Presentation: Prof. Sunitha Ratnakaram, Associate Professor, VVSB MBA, M. Phil, MFM, M. SC. (Psychology), UGC – JRF , (Ph. D)In this chapter we will discuss:: In this chapter we will discuss: Time management and its importance Territory management and its importance Criteria for territory designs Methods of designing territories Procedure for developing territories Operating the territory management systemIntroduction : Introduction “Time is the scarcest resource of the manager, if it is not managed, nothing else can be managed.” - Peter F Drucker What is the value of time? It’s importance How advanced technology helps in saving time?What the sales person need to do get effectiveness?: What the sales person need to do get effectiveness? Focus on important aspects Accept the need for change Delegate whatever possibleTime management and its importance: Time management and its importance Efficient management of sale time Efficient management of scrap time Bet t er market coverage Reduced selling costs Improved customer service More accurate evaluation of sales force personnel1. Better market coverage: 1. Better market coverage Careful spending of time & money based on account Use of promotional material and appropriate software Proportional spending of time based on size of account Profitability of each customer to be calculatedPowerPoint Presentation: Reduced selling costs Identify the decision maker & approach him directly Approach should be professional Improved customer service Maintaining good relations through proper follow up Sales force automation More accurate evaluation of sales force personnelTerritory management and its importance: Territory management and its importance A sales territory comprises a no. of present & potential customers located within a geographical area Territories are generally divided based on geographic areaOther factors to be considered while designing territories: Other factors to be considered while designing territories Characteristics of the prospects & customer groups Transportation facilities in the territory Skills of salespersonBenefits of territory management : Benefits of territory management Better customer coverage Increased sales Equitable rewards Reduced traveling costsCriteria for territory designs: Criteria for territory designs Sufficient potential Reasonable size Adequate coverage Minimum impediments E.g. Mountains Rivers Rail roads DamsMethods of designing territories: Methods of designing territories Designed based on geographical factors/ customer potential Should be designed to enhance the performance of sales people Methods: Build up method Breakdown method Incremental methodProcedure for developing territories: Procedure for developing territories Identify objectives & criteria for territory formation Bases for developing territories Geography Service requirement Potential Workload Assigning sales personnel to territoriesOperating the territory management system: Operating the territory management system Appropriate control to be exercised Routing: Measures taken by sales management to minimize the travel expense, travel time & total distance traveled by sales persons It is a complex process as the customers meet the sales persons as per their convenience Account's size & time allocation should have proper match Other aspects considered: Climatic conditions Transportation facilities Ensuring minimal distance between two consecutive callsRouting - Patterns : Routing - Patterns Hopscotch method Clover leaf pattern Straight line patternScheduling : Scheduling It refers to the allocation of appropriate time to all the activities that sales persons carry out during a day, a week or a month Waiting time some additional time should be taken into considerationTerritory coverage by sales personnel: Territory coverage by sales personnel Don'ts :- Spending substantial time on small / favorite accounts Encroaching other’s territories Do’s:- Prospecting new accounts Economical & profitable coverage You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.