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Designing Territories
WHAT IS A TERRITORY?
States
Counties and Parishes
Cities and Zip Codes
Metropolitan Statistical Areas
Trading Areas
ANALYZING WORKLOADS
EXAMPLE TO DETERMINE
TERRITORY VOLUME:
With 40 reps, we should establish
territories with 2.5% of the
company’s total sales potential
(100%/40 = 2.5)
USING SOFTWARE
Save time
Costly
Some programs can’t adjust for
physical barriers
FROM THE INTERNET...
Software Examples:
Tactician 4
<http://www.tactician.com/product/
prd002.htm>
Territory Mapper
<http://www.territorymapper.com/>
ASSIGNING PEOPLE TO
TERRITORIES
Match characteristics
Overlapping territories
Personnel issues when revising
territories
TERRITORIAL COVERAGE
Routing
Scheduling
ONGOING ASSESSMENT