Territory Managing Covergae

Sales and Distribution Management

Managing Territorial Coverage

Presented by : Group No.3 Roll No.(11-16)

Managing Territorial Coverage  Consists

of three activities

–

Planning of efficient route for salespeople

–

Scheduling the salespeople’s time

–

Using time management tools

Routing, Scheduling and Time Management

Routing Guidelines 

Tours should be circular



Tours should not cross





The same route should not be used to go to and from a customer Customers in neighboring areas should be visited in sequence

Advantages 

Reduction in travel time and cost – –



Excluding backtracking Criss-Crossing by salespeople in their territory

Improvement in territory coverage –

As salespeople reduce their travel time and increase selling time

ROUTING PATTERNS 

More efficient routes will tend to exhibit one of these patterns – Hopscotch – Cloverleaf C1

Base

C5 Straight Line

C4

C3

C2

Application and importance of routing  It – –

depends on two factors Nature of the product The type of the job of salespeople

 Examples – –

FMCG Frequently required to retailers

Route plan is necessary

Example

Contd.

= extra large accounts

= small accounts

7

Scheduling How Salespeople Spend their Time 

Planning –

Allocation of time       

–

Number of accounts in the territory Number of sales calls made on customers Time required for each sales call Frequency of customer sales calls Travel time around the territory Non-selling time Return on time invested

Customer calls

Salespeople’s tasks

Time spent (in %)

Administrative tasks

15

Service calls

13

Face-to-face selling

32

Waiting/traveling

21

Telephone selling

19 Total 100

Time Management Tools 

High-tech equipment –

Computers PCs and Laptop  E-mail



Inside salespeople –

Sales assistants

–

Technical support people

–

Telemarkets



– – – – –

Video cassette recorders Videodiscs Automatic dialers Fax-machines, Teleconferencing Digital Dairy, Mobiles

Any Questions