1. TERRITORY CONTROL

2. SETTING GOALS Specific and measurable 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

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

5. 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

6. 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

7. 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

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

9. 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

10. 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)

11. 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

12. 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

13. DETERMINING CALL FREQUENCIES
cost/call
cost/customer

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

15. OUTSTANDINGS MANAGEMENT
Total outstandings
overdue outstandings
Every lac of outstandings uncollected incurs a loss of Rs50/- per day for the company

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

17. 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

18. 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