Module 4

Question 1

What is sales territory

Answer 1

It refers to the number of presents and potential of customers in a certain geographical area assigned for a specific salesperson

Question 2

What are the benefits of sales territory

Answer 2

1 Ensures proper market coverage
2 equalization in workload
3 Increases salesperson morale
4 improves customer relations
5 Reduces selling costs
6 Effectiveness in control and evaluation in sales force
7 improves conflicts and disputes

Question 3

Steps of the design of the sales territory

Answer 3

Step 1 Select a geographical control unit
Step 2 determines the salesperson workload
Step 3 determines the sales potential in each sales control unit
Step 4 Determine the basic sales territory
Step 5: Assign the suitable salesperson

Question 4

what is quotas/targerts

Answer 4

quotas refer to the devices for directing and controlling sales operations

Question 5

what are the 4 objectives of quotas

Answer 5

1 Provide quantitative performance standards

2 to obtain tighter sales and expenses control

3 to motivate desired performance

4 to use connection sales contests/competitors

Question 6

types of sales volums quotas

Answer 6

1 sales volume in currency value
2 units in sales volume
3 points sales volume

Question 7

what are the 4 types of quotas

Answer 7

1 sales volume quotas

2 budget quotas

3 activity quotas

4 combination and point systems

Question 8

methods used in setting sales volume quotas

Answer 8

1 sales volume drived from territorial sales potential

2 sales voume quotas derived from total markets estimate

3 sales voume quotas based on past sales experience

4 sales volume quotas based on executive judgment alone