Presentation on Sales Territory Management-How to prioritize

your activities to produce maximum results

Mohit MalviyaVarun Rai

Prioritizing sales territory mgmt. depends on two parameters……

• Managing territory with existing customers

Introduce yourself to each customer

Ask the relationship with the company ? Ex: Sharing the experience of service etc.What we are doing well ? Ex: Any positives about the company like quality,

price, service etc.

Where could the company improve ? Ex: Should they improve service ? Time-Gap of service Quality of the product

• Healing the affected customer will build the relationship better

Identifying target prospects in the territory….

• Make target prospects with sales team

• Make a list

• After making list which you will pursue first… Ex: Idgah Hills, Koh-e-fiza, Police Line etc.

• Which TG has greatest potential to purchase, but the need may differ……

• It’s all about touching base at each point

• If customer expresses happiness ask what your company is doing right…….here most of the companies fail

Great marketers like Airtel also avoid these things

• Ask for referrals…..like they may purchase but they will purchase

Measures to be undertaken

Register complain.Listen to problems.Try to understand. Work upon problems. Appropriate solution tom problems. Get feedback result in relationship. Build relationship.

Conclusion……

• First build relationship with existing customers by communicating at every touch points

• Look for the customers who reduced purchase or who completely stopped ordering……find out the problem

• Identify new target prospects and ask from referrals from existing customers

• Filling of loopholes like service time-gap