4. SALES FORCE DEPLOYMENT

ACCOUNT MANAGEMENT:

PROCESS OF IDENTIFYING CUSTOMERS AS A FUNCTION OF PRESENT AND FUTURE POTENTIAL, OR POLITICAL SENSITIVITY, AND DETERMINE HOW THEY WILL BE CONTACTED

RESULTS IN A SALES TERRITORY

ACCOUNT MANAGEMENT CLASSIFICATIONS:

A

B

C

SALES TERRITORY PRINCIPLES:

EQUITY IN POTENTIAL AND WORKLOAD

BENEFITS OF GOOD TERRITORY DESIGN:

-MORALE

-MANAGEMENT

-BETTER CUSTOMER SERVICE

-MARKETING RESEARCH

-CONTROL AND EVALUATION

THREE METHODS OF ASSIGNING TERRITORIES:

1.  BREAKDOWN

2.  INCREMENTAL

3.  BUILDUP

STEPS IN TERRITORY DESIGN:

1.  SELECT A CONTROL UNIT

2.  ESTIMATE MARKET POTENTIAL OF      EACH UNIT

3.  COMBINE/DIVIDE UNITS

4.  PERFORM A WORK LOAD ANALYSIS

5.  MAKE ADJUSTMENTS

6.  RUN A TEST

7.  ADJUST OR IMPLEMENT