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TERRITORY
Rahul dhar
SALES QUOTAS
A Sales Quota refers to an expected routine
assignment to sales units, such as territory,
districts or branches etc.
Sales Quotas can be set for individuals
Control Expences,profitabilit
y
Expense Quotas
Activity Quotas
Quota Combinations
SALES VOLUME QUOTAS
Sales Volume Quotas include Sales in Rupees
or Product Unit objectives for a Specific
period of time,
Eg Bajaj calculates sales as number of
vehicles sold.
It can be set in following areas
Product Line
Product range
Sales Divisions
Sales Territories
Sales Districts
Branch Offices
Sales Force (individuals)
EXAMPLE
Coverage
Reports
Territory Size
Selling Technique
Customer Satisfaction
Selling Abilities
WHY ESTABLISH SALES TERRITORIES
Entire Coverage
Assign Sales Persons responsibilities
Evaluate Performance
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COVER LEAF PATTERN
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BASE
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MAJOR CITY PATTERN
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