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Unit 5: Organising Sales Effort




          5.3.3  Hub and Spoke                                                                  Notes















                                        Sales Person Homebase














          This is a hub and spoke rather than a circular pattern. In this several spokes radiate from the hub
          (residence of the sales person). Each calling pattern starts with the outer end of the spoke rather
          than a circular travelling route and the sales person works backward towards the hub in a zigzag
          manner.

          5.3.4  Circular









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          This is appropriate when accounts and prospects are evenly distributed throughout the area.
          Sales person is based at the centre, ensuring uniformity in the frequency of calls on customers
          and prospects.

          5.4 Scheduling of Sales Personnel

          Scheduling refers to establishing a fixed time when the salesperson will be at a customer’s place
          of business. It is planning a salesperson’s specific time of visits to customers







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