ppt pres

1
Chapter 14
Time, Territory, and Self Management Keys To
Success
2
Reasons Companies Develop and Use Sales
Territories
14-1

• To obtain thorough coverage of the market.
• To establish each salesperson's responsibilities.
• To evaluate performance.
• To improve customer relations.
• To reduce sales expense.
• To allow better matching of salesperson to
  customers needs.
• To benefit both salespeople and the company.

3
Elements of Time and Territory Management for the
Salesperson
14-2
4
Undifferentiated Selling Approach
14-3
5
Account Segmentation Based on Yearly Sales
14-4

• Yearly Sales
• Customer (actual or Number of
• Size potential) Accounts Percent
• Extra large over 200,000 100 3.3
• Large 75,000-200,000 500 16.6
• Medium 25,000-75,000 1,000 33.3
• Small 1,000-25,000 1,400 46.6

6
Basic Segmentation of Accounts
14-5
7
Account Segmentation Approach
14-6
8
Multivariable Account Segmentation
14-7
9
Account Time Allocation by Salesperson
14-8

• Customer Calls per Calls per Number of Number of
• Size Month Year Accounts Calls per Year
• Extra large 1 12 2 24
• Large 1 12 28 336
• Medium 1 12 56 672
• Small 1 4 78 312
• Total 164 1,344
• every 3 months

10
Daily Customer Plan
14-9

• Sales Calls
• Service
• Hours Customers Prospects Customers
• 700-800 A.M. Stop by office pick up
• Jones Hardware order
• 800-900 Travel
• 900-1000 Zip Grocery
• 1000-1100 Ling Television Corp.
• 1100-1200 Ling Television Corp.
• 1200-100 P.M. Lunch and delivery to
• Jones Hardware
• 100-200 Texas Instruments
• 200-300 Ace Equipment
• 300-400 Travel
• 400-500 Trailor Mfg.
• 500-600 Plan next daydo paperwork

11
Location of Accounts and Sequence of Calls
14-10
12
Weekly Route Report
14-11

• Todays Date For week beginning
• December 16 December 26
• Date City Location
• December 26 (Monday) Dallas Home
• December 27 (Tuesday) Dallas Home
• December 28 (Wednesday) Waco Holiday Inn/South
• December 29 (Thursday) Fort Worth Home
• December 30 (Friday) Dallas Home

13
Three Basic Routing Patterns
14-12A
14
Three Basic Routing Patterns
14-12B
15
Three Basic Routing Patterns
14-12C
16
Example of Net Sales by Customer and Call
Frequency
14-13

• Brown Peterson Gilley Bruce Heaton
• (GP, (Pediatrics, (GP, (GP, (GP, Texas
• Houston) Galveston) Galveston) Galveston) City)
  
• Calls
• Month 2 1 1 0 2
• Year-to-date 8 4 4 4 9
• Last call 4/20 4/18 4/18 3/10 4/19
• Net sales in dollars
• Current month 60 0 21 0 500
• Year-to-date
• This year 350 200 75 1,000 2,000
• Last year 300 275 125 750 1,750
• Entire last year 2,000 1,000 300 1,000 5,000

17
Customer Sales Potential
14-14

• Sales Sales Customer Potential
  Customer Potential
• A 4,000 I 1,000
• B 3,000 J 1,000
• C 6,000 K 10,000
• D 2,000 L 12,000
• E 2,000 M 8,000
• F 8,000 N 9,000
• G 4,000 O 8,000
• H 6,000 P 10,000

18
A Partial Map of Your Sales Territory
14-15
Start
19
Distribution of Sales
14-16

• Customer Percentage Percentage of Total
• Classification of Customers Sales Volume
• A 10 65
• B 20 20
• C 50 10
• D 10 3
• E 10 2
• 100 100