TERRITORY SHAPES

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TERRITORY SHAPES

• Companies uses different kinds of shapes for
  designing sales territories (Figure given below).
• The shape of the territory affects the sales
  expenses and the ease of sales coverage. It also
  helps a sales person to spend less time on travel
  and keeps salespeople motivated to work hard.
• The three popular territory shapes used in the
  Indian market are wedge, circle, and cloverleaf.

Figure Shapes of Sales territories
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TERRITORY SHAPES

• The wedge-shaped territory is most applicable for
  fast moving consumer goods and is used by
  companies like Marico Industries, Procter and
  Gamble Limited, and Hindustan Lever Limited.
• These companies serve both the urban and the
  rural markets in India.
• The design radiates from a densely populated
  urban area to small rural areas.
• The travel time among adjoining wedges can be
  equalized by balancing the travel time between
  the urban and rural areas.
• The circle-shaped territory is appropriate when
  companies have their accounts distributed across
  equally sized areas.

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TERRITORY SHAPES

• In a circle-shaped territory, a salesperson is
  based in the central part of the area and travels
  uniformly to different areas.
• Companies concentrating in urban areas like
  Maruti Udyog Limited, Hyundai Motors, and Park
  Avenue follow this kind of territorial design.
• The cloverleaf design is used when accounts are
  distributed randomly throughout the territory.
• Careful call-planning makes each visit to the
  clover a timely affair on the basis of a weekly,
  daily, or a periodic schedule for salespeople.