How Does The Sales Manager Manage The Area And Make Plans?

< p > 1, select control unit < /p >.

< p > sales area is usually divided by geographical area and trade area.

The trade area refers to the cities where the major retailers and wholesalers are located and the surrounding areas affected by them, which are based on consumer buying behavior.

There may be a lack of available statistics when dividing trade areas with trade zones.

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< p > 2, and determine the sales potential of each unit < /p >

< p > according to the sales forecasting method, the regional sales potential is determined.

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< p > 3, analyzing the workload of salesmen < /p >

< p > the design of sales area must consider the workload of salesmen. It refers to the work that salesmen must do to cover the whole market.

It includes all the work that must be done to achieve sales potential.

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< p > (1) the main problem determining the workload of salesmen: < /p >

< p > how many customers in the region need to visit.

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Less than P, how many customers can be interviewed on average?

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< p > the total number of sales visits covering the whole region within one month or one year.

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< p > sales time required within one month or one year.

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< p > travel time required for a month or a year.

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< p > the number of effective visits to each customer.

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< p > how long is the appropriate interval?

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< p > time spent on non sales activities every day.

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< p > spend time waiting for customers.

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< p > (2) determines the factors to be considered for every salesperson's workload: < /p >

< p > the nature of sales: the nature of sales work affects the form of salesperson's sales visits.

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< p > Product characteristics: different sales access forms of different products.

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< p > market development stage: in the early stage of market development, large sales areas can be designed to ensure enough sales potential.

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< p > the intensity of the market coverage: a large number of distributors' companies require small sales areas to increase market share.

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< p > competitive: if a company decides to compete with another company, it usually adopts the strategy of reducing sales area, and increases the frequency of visits by salesmen and visits to each customer.

On the other hand, if competition is strengthened, the company can adopt selective competition.

Salespeople only visit a few a > key customers < /a >.

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< p > in addition, the design of the sales area should take into account the conditions of the enterprise, such as the production line, product type and quantity.

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< p > (3) method of determining workload: < /p >

< p > ABC analysis: calculate the workload of the area and determine the number of salesmen. The following table is: < /p >

< p > the number of customers visiting frequency (times / months) per visit time (hours), the total workload time of each customer (/p).

< p > A large customer 15818 15*8=120 < /p >

< p > B medium customers 2040.52 20*2=40 < /p >

< p > C small customer 6520.3 0.6 65*0.6=39 < /p >

< p > total 100199 < /p >

< p > a salesperson can work =8*5*4=160 hours a month less than /p a month.

< p > time allocation: Sales time 160*45%=72 hours / month traffic time 160*35%=56 hours / month non sales time 160*20%=32 hours / month < /p >

< p > sales personnel quantity 199 hours /72 hours =2.76, 3, < /p >

< p > rectangle method: in this way, customers are divided into four categories, as shown below: < /p >

< p > high customer interest, low corporate status, high customer interest, high corporate status < /p >

< p > opportunity analysis: there may be good opportunities; resource allocation: improving the level of resource allocation, improving status or analyzing other situations: opportunity, high sales potential, high market position; resource allocation: high level < /p >

< p > low customer interest, low corporate status, low customer interest, high corporate status < /p >

< p > opportunity analysis: few resource allocation: 1. lower level 2., selective exit from the market, 3. may withdraw from market opportunity analysis: more stable resource allocation: appropriate level, maintain the status quo < /p >

< p > 4, determine the basic sales area (arrange sales staff) < /p >

< p > (1) bottom-up approach: merging from small geographical units to large geographical regions < /p >

< p > first determine the location, quantity and scale of customers and prospective customers, then predict the potential of sales. Secondly, classify customers according to different needs and characteristics of customers. Generally, < a > ABC analysis method < /a >; in addition, companies can classify each type of customer according to different products and different markets.

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< p > the reasonable form of visit is mainly concerned with the number of sales visits and the frequency of visits per customer in a month or a year, less than a href= "http://www.91se91.com/news/index_z.asp".

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< p > according to the number and frequency of visits, the number of customer visits of salesmen is calculated.

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< p > hypothesis: a salesperson visits 6 customers a day, visits 120 times a month, visits 8 times in 1 months, visits 4 times in 1 months, and visits 2 times in 1 months; < /p >

< p > trade area A area B area C area < /p >

< p > the number of customers monthly visits, the number of customers, the number of visits, the number of customers, the number of visits per month, < /p >

< p > class A (8 times / month) 540540540 < /p >

< p > B (4 times / month) 728624728 < /p >

< p > C (2 times / month) 224422442142 < /p >

< p > A, B, C three regions need 112 times, 108 times and 110 visits. Compared with 120 visits of salesmen, it can be seen that three salesmen can totally cover these three areas.

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< p > (2) top-down approach: divide the whole market into small sales areas.

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< p > determine the total sales volume of the company.

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< p > determine the average sales volume of each salesperson.

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< p > determine the number of sales areas.

Total sales / salesperson average sales = sales area number < /p >

< p > divide the sales area according to the principle of equal sales potential of salesmen.

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< p > (3) arrange the access route < /p >.

< p > the design of the access route is actually a matter of time allocation.

A reasonable arrangement of access routes can make maximum use of salesmen's time.

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< p > effective access route design procedure: < /p >

< p > route form: < /p >.

< p > straight-line: from the company, visit all customers along the way, and then return directly to the company according to the original or other routes.

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< p > jumping: starting from customers who are the furthest away from the company.

Visit customers on the way back to the company.

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< p > circulation: visit customers by circumference form the company and return to the company at the end.

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< p > trifoliate: similar to recycling, it only subdivides the sales area into a series of leaf forms, and salesmen visit one leaf area each time.

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< p > Regional: regional style is not a real route design technology, but a time management technology, which can avoid repeated visits.

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< p > the route form will vary with the market, so when a route is used for a period of time, it needs to be re examined. These periodic checks can really reveal the situation of the region so as to adjust the target.

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< p > arrange daily visiting routes < /p >

< p > after selecting a form of route, we should arrange the visiting routes of business personnel on a daily basis according to the number of customers in the area and the frequency of visits, and draw the daily route map.

For example, there are 5 A-level customers in the A area, 2 visits per week, 7 customers at B level, 1 visits per week, 22 customers at C level, 0.5 visits per week.

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