1. TERRITORY CONTROL

2. SETTING GOALS
Specific and measurable – Quarterly, Monthly, Weekly, daily
reachable with stretch
time - based

3. GOALS performance eg. sales revenue, no.of m/cs
activity eg. no.of calls made per day
conversion eg. sales effected/call
Budgets vs achievements
Which customers, which products, how many units, contingency plans

4. Type of Sales
Primary sales
Secondary sales
Tertiary sales

5. ALLOCATING RESOURCES marketing literature,brochures,catalogues
discretionary rebates/budgets
time

6. 80/20 RULE 80 % sales comes from 20% customers
80 % problems comes from 20% of ypur customers
80 % of overdue outstandings comes from 20% of your customers
80 % of your time is taken by 20% of your customers

7. Territory time allocation
No. of accounts in the territory
No. of sales calls made on customers
Time required for each sales calls
Frequency of customer sales calls
Travel time around territory
Non-selling time
Return on time invested

8. Managing territory
Map the course – where to go, outlets, customers to visit, visit objective
Plan the route – to cover the points you want to visit with the least amount of time, energy and money
Set time targets – amount of time spent per customer/outlet/call

9. Managing time
Knowing how the time is spent. Keep a time log and analyse the time log later. Where can you save time?

10. Itinerary Planning List of potential outlets/customers
Classify outlets/customers
Determine call frequencies by volume/profit
Estimate the time to be allotted on each call

11. SCHEDULING AND ROUTING
Straight line pattern
clover leaf pattern
major city pattern

12. Check itinerary plan each day
Minimum travel time between calls
Customer availability – best time to see that customer
Inform customers in advance of your visit
Try to develop a ‘contact person’ at key accounts to look after your interests

13. Calculation of selling time
Total available time
Less travel time between visits
Less meal breaks
Less time for non-selling activities
(prospecting, planning, telephoning, reporting)

14. A B C Classification A 70 - 80 % B 10 - 25% C 5 - 10%
This is classifying your customers on the basis of
a) revenues
b) profits

15. DETERMINING CALL FREQUENCIES
cost/call
cost/customer

16. SALES PRODUCTIVITY INDICES
Cost / m/c sold
sales / call
sales / customer

17. OUTSTANDINGS MANAGEMENT
Total outstandings
overdue outstandings
Collection Plan
Credit limits – value/volume
Every lac of outstandings uncollected incurs a loss of Rs 50/- per day for the company

18. RETURN ON TIME INVESTED(ROTI)
Fixed costs Salary Rs p.m.
Variable costs Tpt +
Expenses Rs p.m.
Total Expenses Rs p.m.
Annual Expenses Rs.2,40,000
Price of an item Rs.20000
Rs.6000

19. Breakeven = 2,40.000/6000
= 40 m/cs
It is only after you sell the 41st m/c that you are earning for the company
Therefore ROTI = Profit generated /time spent on a customer

20. Reporting Sales reports Tour reports Customer reports Dealer reports
Complaint reports