Figure – Shapes of Sales territories 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

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.

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.