Territory Design & Management
Territory Design & Management
Territory Design & Management
Sales Management
Marketing 3345
Events
Eventstriggering
triggeringsales
sales 11
territory Select
Selectgeographic
geographic
territoryadjustments
adjustments control
controlunits
units
Mergers
Mergers 22
Division
Divisionconsolidation Decide
consolidation Decideon on
Division
Divisionsplit
split allocation criteria
allocation criteria
Sales
Salesforce
forceturnover
turnover
Plant relocations
Plant relocations 33
Product
Productline
linechanges
changes Choose
Choose
starting
startingpoints
points
Revise
Reviseterritory
territory
boundaries
boundariestoto
44 balance
balanceworkload
workload
Combine
Combine control
controlunits
units
adjacent to starting points and
andpotential
potential
adjacent to starting points
55
Compare
Compare territories
territories on
on
allocation criteria
allocation criteria
66
Assign
Assign salespeople
salespeopleto
to
new territories
new territories
Territory Design Process
Stages in Territory Design
Step 4
Perform Workload Analysis
available
2. Determine Allocation Criteria
Territory balance -- effect on morale
Customer balance - distribute commission
Countries Cities
States or provinces Zip codes
Counties Census tracts
Metropolitan areas Customers
Territory Design Procedures
INDIANA
WEST
VIRGINIA
ILLINOIS
VIRGINIA
TENNESSEE
INDIANA
WEST
VIRGINIA
ILLINOIS
VIRGINIA
TENNESSEE
Three Kentucky Sales Territories
Comparing Three Kentucky Sales Territories
Potential as Measured by
Andy 1 10 4
2 60 20
3 15 7
4 5 2
5 10 3
Total 100 36
Sally 1 18 81
2 7 21
3 5 11
4 35 35
5 5 11
6 30 77
Total 100 236
* Each territory is made up of several trading areas.
% The percentage of salesperson time spent in the trading area (100% = 1 salesperson). Thus,
the deployment analysis suggests that Andy’s territory requires only 0.36 salespeople, which
Sally’s territory needs 2.36 salespeople for proper coverage.
CALLPLAN Approach
Salesperson Input
1. What sales level will result from each current
customer and prospect if:
•no calls are made
•one half the present calls are made
•present level of calls is continued
•50 percent more calls are made
•a saturation level of calls are made
2. Probabilities that prospects will be converted into
customers given the different call frequencies
CALLPLAN Approach
CALLPLAN Output
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