We have learned basic marketing and we have performed the market segmentation and assigned territories now we have to determine how it is best to “manage the territory.” The methods employed to manage the territory have to take advantage of the time we have available and the opportunities presented.
We have been assigned our customers and have determined the potential business we can obtain from each as well as the amount of business we currently enjoy. The “gap” between the actual and the potential is where we start. This program will expose you to the methods to consider to map out the territory in order to be able to manage your activities to best advantage,
Territory management has to take into consideration the mileages involved, the total travel time, the total number of machines, the total sales volumes for both parts and service, and historical relationships. All of this is used in the approaches we cover in this program for you to learn different methods on how to manage a sales territory.