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Sales Territory Management

The document discusses prioritizing sales territory management activities to maximize results. It recommends first managing existing customers by introducing yourself, understanding their relationship and experience with the company, and identifying areas for improvement. Second, identify target prospects with the sales team, prioritize which to pursue first, and consider which have the greatest potential but may need different approaches. Measures include registering complaints, understanding problems, providing solutions, getting feedback, and building relationships.

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Mohit Malviya
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46 views

Sales Territory Management

The document discusses prioritizing sales territory management activities to maximize results. It recommends first managing existing customers by introducing yourself, understanding their relationship and experience with the company, and identifying areas for improvement. Second, identify target prospects with the sales team, prioritize which to pursue first, and consider which have the greatest potential but may need different approaches. Measures include registering complaints, understanding problems, providing solutions, getting feedback, and building relationships.

Uploaded by

Mohit Malviya
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Presentation on Sales Territory

Management-How to prioritize
your activities to produce
maximum results

Mohit Malviya
Varun 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

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