TAILIEUCHUNG - Lecture Sales and distribution management: Chapter 4 - Krishna K Havaldar, Vasant M Cavale

Chapter 4, management of sales territories and quotas. After studying this chapter you will be able: To understand the concept of and reasons for sales territories; to learn designing sales territories and assigning salespeople; to know territory coverage, including routing, scheduling, and time management;. | Chapter 4 Management of Sales Territories and Quotas Learning Objectives To understand the concept of and reasons for sales territories To learn designing sales territories and assigning salespeople To know territory coverage, including routing, scheduling, and time management To understand objectives and types of sales quotas To learn the methods of setting sales quotas To get insight into setting and administration of sales quotas Sales Territories A sales territory consists of existing and potential customers, assigned to a salesperson Most companies allot salespeople to geographic territories, consisting of current & prospective customers Major Reasons / Benefits of Sales Territories Increase market / customer coverage Control selling expenses and time Enable better evaluation of salesforce performance Improve customer relationships Increase salesforce effectiveness Improve sales and profit performance Procedure for Designing Sales Territories Select a control unit* Find location

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• Sales territories
• Designing sales territories
• Sales process
• Personal selling
• Strategic planning
• Strategic marketing
• Sales organisations
• Sales training
• Compensation plan
• Controlling the salesforce
• Marketing mix
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics
• International sales