TERRITORY SHAPES Companies uses different kinds of shapes

TERRITORY SHAPES • Companies uses different kinds of shapes for designing sales territories (Figure given below). • The shape of the territory affects the sales expenses and the ease of sales coverage. It also helps a sales person to spend less time on travel and keeps salespeople motivated to work hard. • The three popular territory shapes used in the Indian market are wedge, circle, and cloverleaf. Figure – Shapes of Sales territories

TERRITORY SHAPES • The wedge-shaped territory is most applicable for fast moving consumer goods and is used by companies like Marico Industries, Procter and Gamble Limited, and Hindustan Lever Limited. • These companies serve both the urban and the rural markets in India. • The design radiates from a densely populated urban area to small rural areas. • The travel time among adjoining wedges can be equalized by balancing the travel time between the urban and rural areas. • The circle-shaped territory is appropriate when companies have their accounts distributed across equally sized areas.

TERRITORY SHAPES • In a circle-shaped territory, a salesperson is based in the central part of the area and travels uniformly to different areas. • Companies concentrating in urban areas like Maruti Udyog Limited, Hyundai Motors, and Park Avenue follow this kind of territorial design. • The cloverleaf design is used when accounts are distributed randomly throughout the territory. • Careful call-planning makes each visit to the clover a timely affair on the basis of a weekly, daily, or a periodic schedule for salespeople.