Sales Territory and Quota Management

Chapter 4 ,[object Object],[object Object]

Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Procedure for Designing Sales Territories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Procedure in Build-up Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Procedure in Breakdown Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Management of Territorial Coverage ,[object Object],[object Object],[object Object],[object Object],[object Object]

Routing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Procedure for Setting up a Routing Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],B Circular B Clover Leaf Base (B) C5 C1 C4 C3 C2 Straight line / Hopscotch

Scheduling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Time Management Tools ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Types of Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Volume Quotas (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object]

Financial Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Activity Quotas ,[object Object],[object Object],[object Object],[object Object]

Combination Quotas ,[object Object],[object Object],[object Object],[object Object],573 6 Total 125 1 125 05 04 New Customers (Nos) 178 2 89 50 45 Receivables (days) 270 3 90 4,50,000 5,00,000 Sales Volume (Rs) Percent Quota x Weight Weight (Importance) Percent Quota Actual Quota Type of Quota

Methods for Setting Sales Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Total Market Estimates Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Territory Potential Method ,[object Object],[object Object],[object Object],[object Object],[object Object]

Past Sales Experience Method ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Insight into Setting & Administration of Sales Quotas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Learnings ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Territory and Quota Management

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Sales Territory and Quota Management