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  • Sales Territories: Dr. Chetna Priti

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    Sales territories are geographical areas assigned to salespeople where potential and existing customers are located. Routing and scheduling involve minimizing travel time and setting call frequencies and times for salespeople's activities. Sales quotas are quantitative goals assigned to sales units or territories, and can be based on units sold, revenue, financial targets, or numbers of accounts called on to derive from past sales and market estimates. Quotas help control sales expenditures and ensure sales representatives keep costs reasonable.

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    Sales territories

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    Sales territories are geographical areas assigned to salespeople where potential and existing customers are located. Routing and scheduling involve minimizing travel time and setting call frequencies and times for salespeople's activities. Sales quotas are quantitative goals assigned to sales units or territories, and can be based on units sold, revenue, financial targets, or numbers of accounts called on to derive from past sales and market estimates. Quotas help control sales expenditures and ensure sales representatives keep costs reasonable.

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    5 views17 pages

    Sales Territories: Dr. Chetna Priti

    Uploaded by

    Vibhanshu
    Sales territories are geographical areas assigned to salespeople where potential and existing customers are located. Routing and scheduling involve minimizing travel time and setting call frequencies and times for salespeople's activities. Sales quotas are quantitative goals assigned to sales units or territories, and can be based on units sold, revenue, financial targets, or numbers of accounts called on to derive from past sales and market estimates. Quotas help control sales expenditures and ensure sales representatives keep costs reasonable.

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    of 17

    SALES

    TERRITORIES
    Dr. Chetna Priti
    “A Sales Territory is a number of
    present and potential customers
    located within a geographical
    area,and assigned to a sales DEFINITION

    person,branch or middlemen”
    Prof. Stanton and Buskisk.
    Process of
    devising types
    of sales
    territories
    Aims are –
    To know where the sales
    persons are located at a specific
    time
    Routing &
    Closer scrutiny and control
    Scheduling
    Improvement in territory
    coverage
    Optimising the productive time
    Routing is the travel plan or pattern
    used by salespersons for making
    customer calls in a territory.
    Minimising travel time and call
    frequencies Routing
    Setting up routing plan-no. and
    locations of customers,means and
    methods of
    transportation,topographical factors
    Scheduling is the time allocating time
    of sales people.
    A particular week’s or month’s
    scheduling of activities
    Times consumed in accounts
    Scheduling
    contact,waiting and travel time
    Buffer time for flexibility
    SALES QUOTA
    Dr. Chetna Priti
    “Sales quota is a quantitative goal
    assigned to a specific marketing
    unit,such as to a salesman or
    territory.” Cundiff & Still. DEFINITION
    TYPES OF SALES QUOTA

    1. Sales volume quota


    ◦ Units of goods to be sold
    ◦ Rupee sales(money
    value)
    ◦ or both
    TYPES OF SALES QUOTA

    Sales volume quota


    derived from
     Past sales
    Total Market estimates
    TYPES OF SALES QUOTA

    2. Financial quota- set to


    gain a desired net profit
    and control sales
    expenditure.Expense
    quotas make SR to keep
    their expenditure within
    reasonable limit.
    TYPES OF SALES QUOTA

    3.Activity quota
    No. of distributors,dealers
    called on
    No. of new customers
    visited
    No. of calls for recovery
    of dues
    TYPES OF SALES QUOTA

    3.Activity quota
    No. of customers called
    on
    No. of institutions called
    on
    TYPES OF SALES QUOTA

    3.Combination quotas
    and Point System
    IMG-1685.jpg
    TYPES OF SALES QUOTA

    IMG-1685.jpg
    Title Lorem Ipsum

    LOREM IPSUM DOLOR SIT AMET, NUNC VIVERRA IMPERDIET PELLENTESQUE HABITANT
    CONSECTETUER ADIPISCING ENIM. FUSCE EST. VIVAMUS A MORBI TRISTIQUE SENECTUS ET
    ELIT. TELLUS. NETUS.

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