Sales & Distribution

Territories &Quotas/11/12
Session -11
Sales Territory/Sales Quotas
 Sales & Distribution
Definition: A sales territory is composed of a
group of customers or a geographic area
assigned to a “ Sales Person”.
Sales Territories: Basic KRA’s are:
- To obtain thorough coverage of market.
- To establish a Sales Person’s responsibility.
- To monitor/evaluate Sales Performance.
 Sales & Distribution
• Key Fundamentals of Basic Territory Formation.
-Forecast sales & determine sales potential.
-Sales Volume per assigned territory.
- No of territories under a branch/region etc.
- Draw similar Customer Base : no/volume/value
etc.
- Similar abc distribution of selling points/key
accounts.
 Sales &Distribution

Pointers for servicing the territory

- Total number of direct customers.
- Geographical width/depth of the territory.
(Clusters/Scattered/Homogenous/Heterogenous
etc.)
Call Planning
• Route Plan
• Calls per route.
 Sales & Distribution
Call Planning:
• Time Intervals between Sales Calls.
• Travel time to cover total territory
• Creation of Weekly Coverage Plan
• Local/Upcountry.
• Planned Journey Cycles.
• Frequency of Distribution
• Feeder Market Coverage.
 FIGURE 13-2
Territorial Control Units
Terrirories &Quotas/12

CASE DISCUSSION
 Case Discussion/12
• An Irate Distributor : The story of ‘Profitable
Distribution and Effectiveness.
• Time : 60 minutes
• Faculty Intervention : 30 minutes
Thank You