Page 98 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management Sukhpreet Kaur, Lovely Professional University

Notes Unit 5: Organising Sales Effort

CONTENTS
Objectives
Introduction
5.1 Sales Quotas
5.1.1 Types of Sales Quotas
5.1.2 Quota Setting Procedure

5.2 Sales Territory Management
5.2.1 Reasons for Setting Sales Territories
5.2.2 Procedure for Setting up Sales Territories
5.2.3 Revising Sales Territories
5.3 Alignment of Sales Personnel to Territories and Routing
5.3.1 Straight Line Pattern
5.3.2 Clover Leaf Pattern

5.3.3 Hub and Spoke
5.3.4 Circular
5.4 Scheduling of Sales Personnel
5.5 Summary
5.6 Keywords
5.7 Self Assessment
5.8 Review Questions
5.9 Further Readings

Objectives

After studying this unit, you will be able to:
Explain how sales quotas are fixed
Describe the concept of sales territory management
Discuss the alignment of territories to sales personnel and routing

State the concept behind scheduling of sales personnel

Introduction

Many organizations that are poised for the big revenue and profitability growth need some
changes to their sales systems to maximize their efforts. As organizations mature, the “we’ve
always done it that way” method is not as effective as it once was. The companies need to
organise their sales efforts to move step further in achieving objectives of revenue and
profitability. Sales territory and quota management are important decisions in organising the
sales efforts.

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